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~subject:"Lieferantenmanagement"
~subject:"Selling"
~person:"Parvinen, Petri"
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Lieferantenmanagement
Selling
Verkauf
7
B-to-B-Marketing
6
Business-to-business marketing
6
Marketing management
4
Marketingmanagement
4
Supplier relationship management
4
Sales management
3
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Betriebliche Wertschöpfung
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Sales
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Unternehmenserfolg
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B2B services
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Business marketing
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Parvinen, Petri
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Wieseke, Jan
14
Habel, Johannes
13
Lane, Nikala
13
Svensson, Göran
13
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rapp, Adam
12
Sharma, Arun
12
Terho, Harri
12
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Rangarajan, Deva
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bush, Alan J.
10
Belz, Christian
9
Bolander, Willy
9
Cron, William L.
9
Haas, Alexander
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Plouffe, Christopher R.
9
Sinha, Prabhakant
9
Bulow, Jeremy
8
DeCarlo, Thomas E.
8
Jaramillo, Fernando
8
Klemperer, Paul
8
Kraus, Florian
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of business research : JBR
1
Management decision : MD
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
7
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1
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
2
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
3
Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri
;
Möller, K. E. Kristian
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
Saved in:
4
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
5
An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales ma...
Möller, K. E. Kristian
;
Parvinen, Petri
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
Saved in:
6
Sales activity systematization and performance : differences between product and service firms
Parvinen, Petri
;
Aspara, Jaakko
;
Kajalo, Sami
; …
- In:
The journal of business & industrial marketing
28
(
2013
)
6
,
pp. 494-505
Persistent link: https://www.econbiz.de/10009790089
Saved in:
7
Awareness, action and context-specificity of blue ocean practices in sales management
Parvinen, Petri
;
Aspara, Jaakko
;
Hietanen, Joel
; …
- In:
Management decision : MD
49
(
2011
)
8
,
pp. 1218-1234
Persistent link: https://www.econbiz.de/10009355101
Saved in:
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