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~person:"Sharma, Arun"
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Search: subject:"Business-to-business"
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B-to-B-Marketing
16
Business-to-business marketing
16
Lieferantenmanagement
10
Supplier relationship management
10
Selling
5
Verkauf
5
Beschaffung
3
Procurement
3
Salespeople
3
Verkaufspersonal
3
Beziehungsmarketing
2
Business‐to‐business marketing
2
Consumer behaviour
2
Internet marketing
2
Konsumentenverhalten
2
Online-Marketing
2
Relationship marketing
2
Adaptive sales force
1
Auslandsverlagerung
1
B2B sales
1
Behavioral bias in pricing
1
Bibliometrics
1
Bibliometrie
1
Bundling strategy
1
Business process management
1
Business-to-business
1
Business-to-business pricing
1
Buyer
1
Buyer-seller relationship
1
COVID-19 pandemic
1
Comparison
1
Competitive advantage
1
Conflict
1
Coronavirus
1
Customer disengagement
1
Customer service management
1
Dienstleistungsmanagement
1
Digital transformation
1
Digitalisierung
1
Digitization
1
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research-article
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English
18
Author
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Sharma, Arun
Kleinaltenkamp, Michael
55
Backhaus, Klaus
38
Johnston, Wesley J.
29
Homburg, Christian
26
Naudé, Peter
25
Svensson, Göran
25
Baumgarth, Carsten
21
Henneberg, Stephan
21
Lindgreen, Adam
19
Brennan, Ross
18
Geiger, Ingmar
18
Kowalkowski, Christian
18
Jacob, Frank
17
Voeth, Markus
17
Ulaga, Wolfgang
16
Grewal, Rajdeep
15
Hinterhuber, Andreas
15
Keränen, Joona
15
Lilien, Gary L.
15
Schmitz, Christian
14
Cova, Bernard
13
Hofmaier, Richard
13
Kumar, V.
13
Pepels, Werner
13
Plinke, Wulff
13
Sridhar, Shrihari
13
Weiber, Rolf
13
Woodside, Arch G.
13
Zolkiewski, Judy
13
Binckebanck, Lars
12
Di Benedetto, C. Anthony
12
Ivens, Björn Sven
12
Pförtsch, Waldemar A.
12
Sharma, Piyush
12
Terho, Harri
12
Agnihotri, Raj
11
Ahearne, Michael
11
Ellis, Nick
11
La Rocca, Antonella
11
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
11
Business horizons
1
Business-to-business marketing management : strategies, cases and solutions
1
Journal of Business & Industrial Marketing
1
Journal of Services Marketing
1
Journal of personal selling & sales management : JPSSM
1
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
1
Legends in marketing
1
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ECONIS (ZBW)
16
Other ZBW resources
2
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1
Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun
;
Sharma, Arun
;
Rangarajan, Deva
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
Saved in:
2
Examining the research on social media in
business-to-business
marketing with a focus on sales and the selling process
Kumar, Bipul
;
Sharma, Arun
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 122-140
Persistent link: https://www.econbiz.de/10013259033
Saved in:
3
Customer disengagement in
business-to-business
markets : a framework for analysis
Vatavwala, Sanket
;
Kumar, Bipul
;
Sharma, Arun
;
Billore, …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 114-130
Persistent link: https://www.econbiz.de/10013494013
Saved in:
4
Business-to-business
selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
5
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
6
Sustainability research in
business-to-business
markets : an agenda for inquiry
Sharma, Arun
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 323-329
Persistent link: https://www.econbiz.de/10012285370
Saved in:
7
Digital mediation in
business-to-business
marketing : a bibliometric analysis
Kumar, Bipul
;
Sharma, Arun
;
Vatavwala, Sanket
;
Kumar, …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 126-140
Persistent link: https://www.econbiz.de/10012212128
Saved in:
8
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
9
Behavioral issues in price setting in
business-to-business
marketing: A framework for analysis
Iyer, Gopalkrishnan R.
;
Xiao, Sarah Hong
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 6-16
Persistent link: https://www.econbiz.de/10011313582
Saved in:
10
Emerging transformations in the
business-to-business
global salesforce
Sharma, Arun
- In:
Business-to-business marketing management : strategies, …
,
(pp. 219-244)
.
2012
Persistent link: https://www.econbiz.de/10009532708
Saved in:
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