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  • Search: subject:"B2B sales"
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Year of publication
Subject
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B2B sales 4 B-to-B-Marketing 3 Business-to-business marketing 3 Selling 3 Verkauf 3 B2B Sales 2 Beziehungsmarketing 2 Business process management 2 Customer orientation 2 Digitalisierung 2 Digitization 2 Lieferantenmanagement 2 Prozessmanagement 2 Relationship marketing 2 Sales process 2 Self-assessment 2 Service orientation 2 Supplier relationship management 2 Absatz 1 Artificial Intelligence 1 B2B Marketing 1 B2B sales relationships 1 B2B solution selling process 1 B2B-Vertrieb 1 Betriebliche Wertschöpfung 1 Bundling strategy 1 Business-To-Business-Marketing 1 Business-To-Business-Vertrieb 1 Communication 1 Corporate Influencer 1 Corporate-Influencer:innen 1 Dienstleistungsqualität 1 Digital Sales 1 Digital communication 1 Digitaler Vertrieb 1 E-commerce 1 Electronic Commerce 1 Grounded Theory 1 Human-AI-Collaboration 1 In-person communication 1
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Online availability
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Free 7 CC license 1
Type of publication
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Article 7
Type of publication (narrower categories)
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Article 3 Article in journal 3 Aufsatz in Zeitschrift 3
Language
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English 4 German 2 Undetermined 1
Author
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Ahlfeld, Christian 2 Ledinger, Stefan 2 Hoffmann, Clara 1 Jaspert, David 1 Julkunen, Saara 1 Knickrehm, Charlotte 1 Koponen, Jonna 1 Markic, Mihael 1 Nestler, Lisa 1 Nickell, David 1 Rahimic, Zijada 1 Sucke, Luke 1 Ustovic, Kenan 1 Voß, Marleen 1
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Published in...
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HMD Praxis der Wirtschaftsinformatik 2 Business and Economic Horizons (BEH) 1 Journal of personal selling & sales management : JPSSM 1 Naše gospodarstvo / Our Economy 1 Naše gospodarstvo : NG 1 Nordic journal of business : NJB 1
Source
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ECONIS (ZBW) 3 EconStor 3 RePEc 1
Showing 1 - 7 of 7
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Corporate Influencing im Business-To-Business-Vertrieb
Nestler, Lisa; Hoffmann, Clara - In: HMD Praxis der Wirtschaftsinformatik 61 (2024) 3, pp. 674-693
Business-to-Business (B2B) sales is becoming increasingly digitized, and this digitization has a strong influence on …
Persistent link: https://www.econbiz.de/10015393835
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Der Einfluss von KI auf die Rolle von Vertriebspersonen im B2B
Markic, Mihael; Knickrehm, Charlotte; Ahlfeld, Christian - In: HMD Praxis der Wirtschaftsinformatik 61 (2024) 3, pp. 638-651
the salesperson is changing due to the use of artificial intelligence, it remains a central role in technical B2B sales … qualitative study with 13 interviews, we examined the influence of artificial intelligence on the role of humans in technical B2B … sales. The results indicate that the role change consists of an operational component (change in tasks and responsibilities …
Persistent link: https://www.econbiz.de/10015393843
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Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen; Jaspert, David; Ahlfeld, Christian; … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 1, pp. 7-28
Persistent link: https://www.econbiz.de/10014515160
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Sales process as a service (SPAS): Development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo / Our Economy 68 (2022) 4, pp. 28-42
-to-business (B2B) sales. This paper aims at starting to close those knowledge gaps through the development of a self-assessment tool … and sales performance in modern B2B sales, by extending a scoring system that has originally been developed for B2C sales …
Persistent link: https://www.econbiz.de/10014520650
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Understanding value creation through digital and in-person communication in solution selling process
Julkunen, Saara; Koponen, Jonna; Nickell, David - In: Nordic journal of business : NJB 71 (2022) 1, pp. 5-25
Persistent link: https://www.econbiz.de/10013327278
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Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42
-to-business (B2B) sales. This paper aims at starting to close those knowledge gaps through the development of a self-assessment tool … and sales performance in modern B2B sales, by extending a scoring system that has originally been developed for B2C sales …
Persistent link: https://www.econbiz.de/10014246502
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Strategic quality management on business to business market in Bosnia and Herzegovina
Rahimic, Zijada; Ustovic, Kenan - In: Business and Economic Horizons (BEH) 6 (2011) 3, pp. 1-17
Product and service quality has increasingly seen as a crucial factor of competitiveness, not only for individual companies, but for entire industries too. Using specific resources and capabilities companies can take a chance to delight their customers. This paper presents new sales model...
Persistent link: https://www.econbiz.de/10010615605
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