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isPartOf:"Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing"
~isPartOf:"Journal of marketing"
~isPartOf:"Field guide to case study research in business-to-business marketing and purchasing"
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B-to-B-Marketing
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Business-to-business marketing
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Lieferantenmanagement
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Supplier relationship management
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10
Relationship marketing
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Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
Journal of marketing
Field guide to case study research in business-to-business marketing and purchasing
Industrial marketing management : the international journal for industrial and high-tech firms
591
The journal of business & industrial marketing
235
Journal of business-to-business marketing
126
Journal of business research : JBR
96
SpringerLink / Bücher
88
Handbook of business-to-business marketing
35
Springer eBook Collection
34
B-to-B-Markenführung : Grundlagen, Konzepte, Best Practice
27
Research
25
Springer eBook Collection / Business and Economics
22
Gabler Edition Wissenschaft
21
Journal of the Academy of Marketing Science
19
The journal of personal selling & sales management : JPSSM
19
Harvard-Business-Manager : das Wissen der Besten
18
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
17
Marketing intelligence & planning
16
Europäische Hochschulschriften / 5
15
Harvard business review : HBR
15
Innovation in pricing : contemporary theories and best practices
15
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
15
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
15
Business-to-Business-Marketing
14
European journal of marketing : EJM
14
essentials
14
Gabler Edition Wissenschaft / Business-to-Business-Marketing
13
Journal of customer behaviour
13
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
12
Journal of business market management : JBM
12
Journal of strategic marketing
12
Journal of marketing management : MM
11
Journal of marketing theory and practice
11
Journal of personal selling & sales management
11
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
11
Psychology & marketing
10
The service industries journal
10
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
9
Brand the Future : systematische Markenentwicklung im B2B
9
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ECONIS (ZBW)
58
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Commentary : toward formalizing social influence structures in business-to-business customer journeys
Grewal, Rajdeep
;
Sridhar, Shrihari
- In:
Journal of marketing
85
(
2021
)
1
,
pp. 98-102
Persistent link: https://www.econbiz.de/10012391426
Saved in:
3
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
4
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
5
Dynamic governance matching in solution development
Colm, Laura
;
Ordanini, Andrea
;
Bornemann, Torsten
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 105-124
Persistent link: https://www.econbiz.de/10012176453
Saved in:
6
Business-to-business e-negotiations and influence tactics
Singh, Sunil K.
;
Marinova, Detelina
;
Singh, Jagdip
- In:
Journal of marketing
84
(
2020
)
2
,
pp. 47-68
Persistent link: https://www.econbiz.de/10012176558
Saved in:
7
The relative effects of business-to-business (vs. business-to-consumer) service innovations on firm value and firm risk : an empirical analysis
Dotzel, Thomas
;
Shankar, Venkatesh
- In:
Journal of marketing
83
(
2019
)
5
,
pp. 133-152
Persistent link: https://www.econbiz.de/10012176178
Saved in:
8
(When) does third-party recognition for design excellence affect financial performance in business-to-business markets?
Boyd, D. Eric
;
Kannan, P. K.
- In:
Journal of marketing
82
(
2018
)
3
,
pp. 108-123
Persistent link: https://www.econbiz.de/10011850433
Saved in:
9
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
10
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
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11
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
12
Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Hughes, Douglas E.
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
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13
Deal-making negotiations by governments and major product suppliers : a case study of the US Department of Defense and Airbus versus Boeing
Kleinaltenkamp, Michael
;
Behrens, Ronny
;
Reh, Stefanie
- In:
Field guide to case study research in …
,
(pp. 1-11)
.
2014
Persistent link: https://www.econbiz.de/10011413639
Saved in:
14
The parable of a little research : making money from an internet trading portal
Marshall, Roger
;
Peng, Poh Tze
- In:
Field guide to case study research in …
,
(pp. 13-37)
.
2014
Persistent link: https://www.econbiz.de/10011413666
Saved in:
15
Building relationships for survival : coping media industry dynamics
Mejtoft, Thomas
- In:
Field guide to case study research in …
,
(pp. 39-59)
.
2014
Persistent link: https://www.econbiz.de/10011413702
Saved in:
16
Using discourse analysis in case study research in business-to-business contexts
Ellis, Nick
;
Rod, Michel
- In:
Field guide to case study research in …
,
(pp. 77-99)
.
2014
Persistent link: https://www.econbiz.de/10011413774
Saved in:
17
A primer to the general theory of behavioral strategies in business-to-business marketing
Woodside, Arch G.
- In:
Field guide to case study research in …
,
(pp. 147-166)
.
2014
Persistent link: https://www.econbiz.de/10011413779
Saved in:
18
B2B interactions at trade fairs and relationship quality : a conceptual approach
Sarmento, Maria
;
Simões, Cláudia
;
Farhangmehr, Minoo
- In:
Field guide to case study research in …
,
(pp. 167-189)
.
2014
Persistent link: https://www.econbiz.de/10011413789
Saved in:
19
New B2B methods, techniques and technologies for capturing insights of major account managers : developing B2B communities for energy supply
Sood, Suresh C.
;
Pattinson, Hugh M.
- In:
Field guide to case study research in …
,
(pp. 227-253)
.
2014
Persistent link: https://www.econbiz.de/10011413821
Saved in:
20
Factors driving manufacturing flexibility : the Taiwanese case
Lai, Wenhsiang
;
Marshall, Roger
- In:
Field guide to case study research in …
,
(pp. 255-270)
.
2014
Persistent link: https://www.econbiz.de/10011413835
Saved in:
21
Using case-based research for agent-based modelling
Purchase, Sharon
;
Denize, Sara
;
Olaru, Doina
- In:
Field guide to case study research in …
,
(pp. 271-288)
.
2014
Persistent link: https://www.econbiz.de/10011413838
Saved in:
22
Looking beyond the horizon : how to approach the customers' customers in business-to-business markets
Homburg, Christian
;
Wilczek, Halina
;
Hahn, Alexander
- In:
Journal of marketing
78
(
2014
)
5
,
pp. 58-77
Persistent link: https://www.econbiz.de/10010419899
Saved in:
23
Customer orientation structure for Internet-based business-to-business platform firms
Chakravarty, Anindita
;
Kumar, Alok
;
Grewal, Rajdeep
- In:
Journal of marketing
78
(
2014
)
5
,
pp. 1-23
Persistent link: https://www.econbiz.de/10010419910
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24
Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
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25
Supplier-selected referrals
Hada, Mahima
;
Grewal, Rajdeep
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
2
,
pp. 34-51
Persistent link: https://www.econbiz.de/10010345573
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26
Corporate social responsibility in business-to-business markets : how organizational customers account for supplier corporate social responsibility engagement
Homburg, Christian
;
Stierl, Marcel
;
Bornemann, Torsten
- In:
Journal of marketing
77
(
2013
)
6
,
pp. 54-72
Persistent link: https://www.econbiz.de/10010203365
Saved in:
27
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:
28
The sales lead black hole : on sales reps' follow-up of marketing leads
Sabnis, Gaurav
;
Chatterjee, Sharmila C.
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
77
(
2013
)
1
,
pp. 52-67
Persistent link: https://www.econbiz.de/10009725660
Saved in:
29
Relationship velocity : toward a theory of relationship dynamics
Palmatier, Robert W.
;
Houston, Mark B.
;
Dant, Rajiv P.
; …
- In:
Journal of marketing
77
(
2013
)
1
,
pp. 13-30
Persistent link: https://www.econbiz.de/10009725669
Saved in:
30
Why do customers get more than they need? : how organizational culture shapes product capability decisions
Lukas, Bryan A.
;
Whitwell, Gregory J.
;
Heide, Jan B.
- In:
Journal of marketing
77
(
2013
)
1
,
pp. 1-12
Persistent link: https://www.econbiz.de/10009725675
Saved in:
31
Open Innovation in der B-to-B-Kommunikation
Bartl, Michael
;
Jonas, Julia
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 381-394)
.
2012
Persistent link: https://www.econbiz.de/10009665582
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32
Kommunikationsaspekte hybrider Wertschöpfung auf B-to-B-Märkten am Beispiel des Performance Contracting
Kesting, Tobias
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 363-380)
.
2012
Persistent link: https://www.econbiz.de/10009665584
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33
Viral Marketing in der B-to-B-Kommunikation
Kliewe, Thorsten
;
Leonardi, Jean-Manuel Deoyeh
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 347-362)
.
2012
Persistent link: https://www.econbiz.de/10009665586
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34
Die Relevanz emotionaler Aspekte in der B-to-B-Kommunikation am Beispiel einer Konferenz
Sohn, Stefanie
;
Kesting, Tobias
;
Paslick, Anne
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 323-345)
.
2012
Persistent link: https://www.econbiz.de/10009665589
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35
Emotionen im B-to-B-Marketing
Baaken, Thomas
;
Korff, Nisha
;
Zech, Thorsten
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 303-321)
.
2012
Persistent link: https://www.econbiz.de/10009665592
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36
Multimedia- und Online-Kommunikation im B-to-B-Marketing
Höft, Uwe
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 257-282)
.
2012
Persistent link: https://www.econbiz.de/10009665598
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37
Möglichkeiten und Grenzen der Kommunikation eines Industrieverbandes im Web 2.0
Pörner, Ronald
;
Schneider, Susanne
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 239-255)
.
2012
Persistent link: https://www.econbiz.de/10009665601
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38
Social Media in der B-to-B-Kommunikation
Prüser, Sven
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 219-237)
.
2012
Persistent link: https://www.econbiz.de/10009665608
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39
Mobile Medien in der B-to-B-Kommunikation
Godefroid, Patrick
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 205-218)
.
2012
Persistent link: https://www.econbiz.de/10009665611
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40
Wertorientiertes Markenmanagement : von der Strategie bis zur Umsetzung
Biesalski, Alexander
;
Volking, Christoph
;
Busch, Holger
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 183-201)
.
2012
Persistent link: https://www.econbiz.de/10009665614
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41
Außen- versus Innenwahrnehmung in Kundenzufriedenheits- und Imageanalysen als Beitrag zur Markenbildung
Hagen, Friederike von
;
Serbin, David
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 163-182)
.
2012
Persistent link: https://www.econbiz.de/10009665617
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42
Die Bedeutung der Marke für B-to-B-Unternehmen
Dambacher, Jörg
;
Rahmes, Christina
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 151-162)
.
2012
Persistent link: https://www.econbiz.de/10009665620
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43
Markenorientierung als Nucleus einer erfolgreichen B-to-B-Markenkommunikation
Baumgarth, Carsten
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 129-150)
.
2012
Persistent link: https://www.econbiz.de/10009665622
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44
Referenzen und Case Studies in der B-to-B-Kommunikation
Brockel, Jenny
;
Höft, Uwe
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 99-125)
.
2012
Persistent link: https://www.econbiz.de/10009665623
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45
Die Fachzeitschrift in der B-to-B-Kommunikation
Reinecke, Candy
;
Höft, Uwe
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 57-88)
.
2012
Persistent link: https://www.econbiz.de/10009665625
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46
Kommunikationsstrategien und -instrumente für Vertrauens- und Erfahrungsgüter
Manschwetus, Uwe
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 37-55)
.
2012
Persistent link: https://www.econbiz.de/10009665628
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47
Instrumente der B-to-B-Kommunikation
Fuchs, Wolfgang
- In:
Business-to-Business-Kommunikation : neue Entwicklungen …
,
(pp. 13-35)
.
2012
Persistent link: https://www.econbiz.de/10009665631
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48
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
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49
Balancing risk and return in a customer portfolio
Tarasi, Crina O.
;
Bolton, Ruth N.
;
Hutt, Michael D.
; …
- In:
Journal of marketing
75
(
2011
)
3
,
pp. 1-17
Persistent link: https://www.econbiz.de/10009159910
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50
Hybrid offerings : how manufacturing firms combine goods and services successfully
Ulaga, Wolfgang
;
Reinartz, Werner J.
- In:
Journal of marketing
75
(
2011
)
6
,
pp. 5-23
Persistent link: https://www.econbiz.de/10009384694
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