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~person:"Kumar, V."
~person:"Ahearne, Michael"
~person:"Bellenger, Danny N."
~type_genre:"Article in journal"
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Search: subject:"B-to-B-Marketing"
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B-to-B-Marketing
20
Business-to-business marketing
20
Beziehungsmarketing
5
Relationship marketing
5
Salespeople
5
Verkaufspersonal
5
Customer value
4
Kundenwert
4
Brand image
3
Brand management
3
Lieferantenmanagement
3
Markenführung
3
Markenimage
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Performance measurement
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Performance-Messung
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Supplier relationship management
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Customer satisfaction
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Economics of information
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Informationsökonomik
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Kundenzufriedenheit
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Leistungsentgelt
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Marketing management
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Marketingmanagement
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Performance pay
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Sales performance
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Selling
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Verkauf
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Absatz
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Anforderungsprofil
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Außendienst
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B2B markets
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Bayes-Statistik
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Bayesian inference
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Brand
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Brand equity
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Business-to-business channels
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Buyer acceptance
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Charles Edward Lindblom
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Kumar, V.
Ahearne, Michael
Bellenger, Danny N.
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
18
Lindgreen, Adam
17
Johnston, Wesley J.
15
Kowalkowski, Christian
15
Sharma, Arun
14
Keränen, Joona
13
Ulaga, Wolfgang
13
Di Benedetto, C. Anthony
12
Terho, Harri
12
Agnihotri, Raj
11
Cova, Bernard
11
Rangarajan, Deva
11
LaPlaca, Peter J.
10
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Homburg, Christian
9
Lilien, Gary L.
9
Mora Cortez, Roberto
9
Schmitz, Christian
9
Sharma, Piyush
9
Backhaus, Klaus
8
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Hinterhuber, Andreas
8
Høgevold, Nils M.
8
Kleinaltenkamp, Michael
8
La Rocca, Antonella
8
O'Cass, Aron
8
Parvinen, Petri
8
Rodríguez, Rocío
8
Snehota, Ivan
8
Tzempelikos, Nektarios
8
Zolkiewski, Judy
8
Adamson, Brent
7
Jalkala, Anne
7
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Industrial marketing management : the international journal for industrial and high-tech firms
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of marketing
2
Journal of marketing research : JMR
2
GfK marketing intelligence review : Marketingforschung für die Praxis
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
Information systems research : ISR
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
1
The journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
20
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1
Climate change risks, sustainability and luxury branding : friend or a foe
Mahmoud, Ali B.
;
Kumar, V.
;
Fuxman, Leonora
;
Mohr, Iris
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 57-68
Persistent link: https://www.econbiz.de/10014454777
Saved in:
2
The relative influence of economic and relational direct marketing communications on buying behavior in business-to-business markets
Kim, Kihyun Hannah
;
Kumar, V.
- In:
Journal of marketing research : JMR
55
(
2018
)
1
,
pp. 48-68
Persistent link: https://www.econbiz.de/10011819643
Saved in:
3
Establishing brand equity among business-to-business referral sources in the emerging markets : the case of specialty medical practice
Kumar, V.
;
Cohen, Greg S.
;
Rajan, Bharath
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 26-34
Persistent link: https://www.econbiz.de/10011422687
Saved in:
4
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
5
Recovering hidden buyer-seller relationship states to measure the return on marketing investment in business-to-business markets
Luo, Anita
;
Kumar, V.
- In:
Journal of marketing research : JMR
50
(
2013
)
1
,
pp. 143-160
Persistent link: https://www.econbiz.de/10009715239
Saved in:
6
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
7
Defining, measuring, and managing business reference value
Kumar, V.
;
Petersen, J. Andrew
;
Leone, Robert P.
- In:
Journal of marketing
77
(
2013
)
1
,
pp. 68-86
Persistent link: https://www.econbiz.de/10009725654
Saved in:
8
Was Vertriebler wirklich motiviert
Steenburgh, Thomas J.
;
Ahearne, Michael
- In:
Harvard-Business-Manager : das Wissen der Besten
34
(
2012
)
9
,
pp. 34-41
Persistent link: https://www.econbiz.de/10009581524
Saved in:
9
Challenges of CRM implementation in business-to-business markets : a contingency perspective
Ahearne, Michael
;
Rapp, Adam
;
Mariadoss, Babu John
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 117-129
Persistent link: https://www.econbiz.de/10009505513
Saved in:
10
Customer information utilization in business-to-business markets : muddling through process?
Rollins, Minna
;
Bellenger, Danny N.
;
Johnston, Wesley J.
- In:
Journal of business research : JBR
65
(
2012
)
6
,
pp. 758-764
Persistent link: https://www.econbiz.de/10009552508
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