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  • Search: subject_exact:"B-to-B-Marketing"
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Year of publication
Subject
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B-to-B-Marketing 2,667 Business-to-business marketing 2,664 Lieferantenmanagement 1,017 Supplier relationship management 1,017 USA 653 United States 652 Beziehungsmarketing 518 Relationship marketing 518 Business-to-Business-Marketing 475 Theory 330 Theorie 329 Deutschland 319 Germany 312 Marketingmanagement 292 Marketing management 281 E-Business 189 E-business 189 Brand management 185 Markenführung 185 Salespeople 167 Verkaufspersonal 167 Verkauf 162 Selling 157 Marketing 150 Bundling strategy 127 Leistungsbündel 127 Business network 116 Unternehmensnetzwerk 116 Customer value 105 Customer satisfaction 104 Kundenwert 104 Kundenzufriedenheit 104 Social Web 102 Social web 102 Beschaffung 95 KMU 94 SME 94 Electronic Commerce 88 Investitionsgütermarketing 88 Online-Marketing 87
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Online availability
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Undetermined 715 Free 163
Type of publication
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Article 1,830 Book / Working Paper 1,122 Journal 10
Type of publication (narrower categories)
All
Article in journal 1,385 Aufsatz in Zeitschrift 1,385 Aufsatz im Buch 456 Book section 456 Hochschulschrift 364 Thesis 310 Graue Literatur 147 Non-commercial literature 147 Case study 131 Fallstudie 131 Collection of articles of several authors 120 Sammelwerk 120 Bibliografie enthalten 94 Bibliography included 94 Working Paper 58 Arbeitspapier 57 Lehrbuch 50 Aufsatzsammlung 40 Dissertation u.a. Prüfungsschriften 39 Ratgeber 31 Guidebook 28 Handbook 14 Handbuch 14 Conference paper 13 Konferenzbeitrag 13 Commentary 12 Kommentar 12 Collection of articles written by one author 11 Konferenzschrift 11 Sammlung 11 Conference proceedings 9 Reprint 8 Festschrift 7 Systematic review 5 Übersichtsarbeit 5 Interview 4 Fallstudiensammlung 3 Forschungsbericht 3 Glossar enthalten 3 Glossary included 3
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Language
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English 1,980 German 962 Undetermined 19 French 5 Polish 4 Swedish 2
Author
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Kleinaltenkamp, Michael 47 Backhaus, Klaus 31 Homburg, Christian 23 Henneberg, Stephan 19 Johnston, Wesley J. 18 Naudé, Peter 18 Baumgarth, Carsten 16 Woodside, Arch G. 16 Voeth, Markus 15 Jacob, Frank 13 Pepels, Werner 13 Plinke, Wulff 12 Ulaga, Wolfgang 12 Brennan, Ross 11 Cova, Bernard 11 Ellis, Nick 11 Grewal, Rajdeep 11 Hinterhuber, Andreas 11 Hofmaier, Richard 11 Lilien, Gary L. 11 Lindgreen, Adam 11 Terho, Harri 11 Geiger, Ingmar 10 Kowalkowski, Christian 10 Pförtsch, Waldemar A. 10 Schmitz, Christian 10 Sharma, Arun 10 Snehota, Ivan 10 Weiber, Rolf 10 Belz, Christian 9 Binckebanck, Lars 9 Brown, Brian P. 9 Kumar, V. 9 La Rocca, Antonella 9 LaPlaca, Peter J. 9 Sridhar, Shrihari 9 Svensson, Göran 9 Adamson, Brent 8 Agnihotri, Raj 8 Ahearne, Michael 8
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Institution
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Springer Fachmedien Wiesbaden 39 Verlag Dr. Kovač 7 Springer Gabler <Firma> 6 European Association for Industrial Marketing Research 3 American Marketing Association 2 F.A.Z.-Institut für Management-, Markt- und Medieninformationen 2 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 2 Infoteam Sales Process Consulting 2 Karlsruher Institut für Technologie 2 Universität Mannheim 2 Wiley-VCH 2 epubli GmbH 2 AMA Winter Academic Conference <2020, San Diego, Calif.> 1 AMACOM 1 B2B Magazine <Körperschaft> 1 BDW, Deutscher Kommunikationsverband 1 Bayerischer Industrie- und Handelskammertag 1 Books on Demand GmbH <Norderstedt> 1 CAMPUS 02 - Fachhochschule der Wirtschaft / FH-Bachelorstudiengang Marketing & Sales 1 Capgemini Invent <Firma> 1 Centre of Business Analysis and Research 1 Cross Cultural Business Conference <2014, Steyr> 1 De Gruyter Oldenbourg 1 Deutsche Universität für Verwaltungswissenschaften Speyer 1 Dr. Rainer Hampp <Firma> 1 Econ-Verlag 1 Ecorys 1 Eric Cuvillier <Firma> 1 Erich-Schmidt-Verlag <Berlin> 1 Europäische Kommission / Exekutivagentur für Kleine und Mittlere Unternehmen 1 Europäische Kommission / Generaldirektion Binnenmarkt, Industrie, Unternehmertum und KMU 1 Europäische Kommission / Generaldirektion Wettbewerb 1 FOM-Hochschule für Oekonomie & Management 1 Faculteit Economie en Bedrijfskunde, Universiteit Gent 1 Fraunhofer-Gesellschaft 1 Fördergesellschaft Marketing an der Universität Augsburg 1 Gesamtverband Kommunikationsagenturen GWA 1 Goethe-Universität Frankfurt am Main 1 Haufe-Lexware GmbH & Co. KG 1 Hochschule Ansbach 1
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms 405 The journal of business & industrial marketing 159 Journal of business-to-business marketing 95 Journal of business research : JBR 58 Handbook on business-to-business marketing 35 Springer eBook Collection 28 B-to-B-Markenführung : Grundlagen, Konzepte, Best Practice 27 Journal of marketing 25 Research 25 The journal of personal selling & sales management : JPSSM 23 Gabler Edition Wissenschaft 20 Harvard-Business-Manager : das Wissen der Besten 18 Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing 17 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 Journal of the Academy of Marketing Science 15 Marketing intelligence & planning 14 Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management 14 European journal of marketing : EJM 13 Gabler Edition Wissenschaft / Business-to-Business-Marketing 13 Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag 12 Journal of customer behaviour 12 Advances in business marketing and purchasing 11 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 11 Journal of business market management : JBM 11 Journal of marketing theory and practice 11 Journal of marketing management : MM 10 Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction 10 Psychology & marketing 10 Schriftenreihe innovative betriebswirtschaftliche Forschung und Praxis 10 B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten 9 Brand the Future : systematische Markenentwicklung im B2B 9 Field guide to case study research in business-to-business marketing and purchasing 9 Gabler Research 9 Journal of strategic marketing 9 Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences 9 essentials 9 Business relationship management and marketing 8
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Source
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ECONIS (ZBW) 2,814 USB Cologne (EcoSocSci) 144 EconStor 2 OLC EcoSci 1 RePEc 1
Showing 1 - 50 of 2,962
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The study on digital marketing influences on sales for B2B start-ups in South Asia
Hawaldar, Iqbal Thonse; Ullal, Mithun S.; Sarea, Adel M.; … - In: Journal of open innovation : technology, market, and … 8 (2022) 1, pp. 1-15
South Asia has seen a digital revolution in recent years. The number of persons who use the internet has risen drastically. They use it for shopping, social media and online sales. However, there exists a literature gap as far as the effect of outbound digital marketing in B2B markets is...
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Value co-creation in the B2B context : a conceptual framework and its implications
Pathak, Buddhi; Ashok, Mona; Tan, Yin Leng - In: The service industries journal 42 (2022) 3/4, pp. 178-205
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From the editors : introduction to the emerging discourse incubator on the topic of leveraging multiple types of resources within the supply network for competitive advantage
Cantor, David E.; Yan, Tingting; Pagell, Mark; Tate, … - In: The journal of supply chain management 58 (2022) 2, pp. 3-7
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Reifegradmodell zur Digitalisierung und Industrie 4.0
Sames, Gerrit - 2021
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Countering commoditization through innovation : challenges for European B2B companies
Goffin, Keith; Beznosov, Aleksei; Seiler, Matthias - In: Research-technology management 64 (2021) 4, pp. 20-28
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Value first, then price : the new paradigm of B2B buying and selling
Hinterhuber, Andreas; Snelgrove, Todd C.; Stensson, Bo-Inge - In: Journal of revenue and pricing management 20 (2021) 4, pp. 403-409
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Value co-creation process and measurement in 4.0 SMEs : an exploratory research in a B2B marketing innovation context
Royo-Vela, Marcelo; Velasquez Serrano, Mariell - In: Administrative Sciences : open access journal 11 (2021) 1/20, pp. 1-13
The purpose of this exploratory research is to contribute to the lack of empirical research exploring techniques and protocols that can be used to measure the level of value obtained from using these technologies in the various marketing processes and in a business-to-business (B2B) context. By...
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A structural model of organizational buying for B2B markets : innovation adoption with share of wallet contracts
Mojir, Navid; Sudhir, K. - 2021
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B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
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B2B networking, renewable energy, and sustainability
Askarany, Davood; Yazdifar, Hassan; Dow, Kevin - In: Journal of risk and financial management : JRFM 14 (2021) 7, pp. 1-13
While the benefits and advantages of using renewable energies are remarkable, and their prices have been decreasing dramatically and are expected to fall further, the diffusion and adoption of renewable energies still lag fossil energies. This paper improves our understanding regarding the role...
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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
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Market Share Contracts in B2B Procurement Settings with Heterogeneous User Preferences
Mantena, Ravi - 2020
Market share contracts, a form of loyalty discounts, where the discount is contingent on the buyer meeting or exceeding a target share of total procurement, are common in many B2B settings. We study the impact of such contracts on demand allocation, prices, and welfare in a setting where a...
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Business-to-Business Bargaining in Two-Sided Markets
Adachi, Takanori - 2020
Negotiations regularly take place on the business-to-business side of two-sided markets. However, little is known about the consequences of these negotiations on a platform's design, pricing, participation, and welfare. In this paper, we propose a model where platforms choose between the...
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Automating the B2B Salesperson Pricing Decisions : A Human-Machine Hybrid Approach
Karlinsky-Shichor, Yael - 2020
In a world advancing towards automation, we propose a human-machine hybrid approach to automating decision making in high human interaction environments and apply it in the business-to-business (B2B) retail context. Using sales transactions data from a B2B aluminum retailer, we create an...
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Trust in Islamic Business-to-Business Relationships : Evidence from Indonesia
Wijaya, Ibrahim - 2020
We explore the role of trust in Islamic culture in business to business relationship by exploring the link between bank managers' trust in business customers and their financing decision. In line with our expectations based on the fact that Islamic culture is characterized by a collectivistic...
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A Study on Branding and Effectiveness in Context of B2B Marketing in Ahmedabad
Upadhayay, Devrshi - 2020
The benefits of Branding for Business to Business (B2B) Organizations Various tools can be used to support B2B Branding and Effectiveness the internet and other interactive technologies. The article explains the concept of Branding and Effectiveness in a specific industrial Marketing. Branding...
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Value of Inside Sales Reps in the Presence of Outside Sales Rep in Business-to-Business Selling
Shi, Huanhuan - 2020
Many business-to-business (B2B) selling situations involve outside sales (OS) representatives (reps) interfacing with customers and inside sales (IS) rep largely supporting OS reps. Put differently, OS reps are linchpins, while IS reps generally have auxiliary roles. Perhaps for this reason, the...
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Business Not As Usual : Recovery and Future Preparedness of B2B Manufacturing Firms in a Post-COVID World
Pranjal, Piyush - 2020
COVID-19 is not just a public health crisis. Its economic fallout is tremendous and still unknown. During and post-COVID, the business will not be as usual. Disaster and recovery management literature provides for ways of working through a crisis including recovery and preparedness. This article...
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COVID-19 and the transmission of shocks through domestic supply chains
McCann, Fergal; Myers, Samantha - 2020
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Advanced technologies for industry : B2B platforms : monitoring B2B industrial digital platforms in Europe
International Data Corporation <New York, NY>; … - 2020
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An integration of customer value and customer relationship in urban centres and peripheries : research implications for business practice and business studies
Smaliukiene, Rasa; Bekesiene, Svajone; Lipciute, Gabriele - In: Management : journal of contemporary management issues 25 (2020), pp. 43-61
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Three essays on digital and non-digital transformations in business-to-business markets
Bongers, Franziska M. - 2020
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Exploring factors affecting the effectiveness of business training in the microfinance sector : using the Industrial Marketing Purchasing (IMP) approach
Abeysekera, Ruwan - In: Business ethics and leadership : BEL 4 (2020) 3, pp. 46-56
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Attribute-Level Satisfaction, Overall Customer Satisfaction, and Performance Outcomes in Business-to-Business Firms
Mittal, Vikas - 2020
Scholars have used the attribute-based model of overall satisfaction extensively in consumer markets. Yet, business-to-business (B2B) firms also strive to improve overall satisfaction and financial performance by improving satisfaction on key attributes. We develop an attribute-based model to...
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A Mental Account-Based Portfolio Selection Model With an Application
Wong, Wing-Keung - 2020
To obtain better optimal portfolios, academics develop the behavioral portfolio theory (BPT) with two mental accounts by minimizing the risk as well as maximizing the return. However, there are some limitations to the existing BPT. To circumvent the limitations, this paper proposes a new...
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I'm Not Trying to Sell You Anything, A Case Study on Trust in Buyer Seller Relationships
Arney, Nathanael - 2020
This case study is intended to develop an appreciation for the role of trust in buyer seller relationships through a fictional account of a student's summer job. Given the high likelihood that students will have a sales job during their studies, or shortly after their graduation, this case can...
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The Asymmetric Association of Customer Commitment and Behavioral Intentions in Business-to-Business Markets
Bosukonda, Narendra - 2020
Marketing scholars have hypothesized and found a linear and symmetric association between different dimensions of customer commitment and behavioral intentions. We utilize a four dimensional conceptualization of commitment to hypothesize an asymmetric association among the different dimensions...
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Price Sensitivity and Customer Perceived Switching Costs in Business-to-Business Markets : Joint Effect on Customer Repurchase Intentions
Shaik, Muzeeb - 2020
Previous research assumes an unconditionally positive association of perceived switching costs — financial, procedural and relational — with repurchase intentions. The authors theorize that price sensitivity differentially moderates the relationship of repurchase intentions with three...
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Relationship Marketing Practices and Customer Loyalty : A Review with Reference to Banking Industry
Ganaie, Tawseef Ahmad - 2020
Relationship marketing is seen as an effective weapon to retain the existing customers in order to reap the benefits of customer loyalty. With increase in competition, making customers loyal to firm is a challenging task particularly in banking sector where the products and services are...
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Blockchain-Powered New Generation of Global B2B Platforms : A Conceptual Approach
Mazur, Mieszko - 2020
This paper lays out conceptual groundwork for the new generation of business-to-business (B2B) exchange platforms. Latest technological advances including blockchain, smart contracting, and digital currency force significant changes in the current state of the electronic commerce by offering...
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Implementing Account-Based Selling (ABS) for Enterprise Sales
Ekbote, Bhushan - 2020
Critical challenges that confront B2B companies in their efforts to obtain and retain Large Enterprise Accounts and rapidly increase ROI are remarkably alleviated by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic...
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Social media in B2B : usage and effects of social media in German B2B companies
Nördinger, Susanne; Desjardins, Christoph - In: Journal of Applied Leadership and Management 8 (2020), pp. 152-171
Research questions: How relevant is it for German B2B companies to use social media within marketing? What are the effects of social media usage in German B2B companies and how are they related to specific usage methods of social media? Are there differences in the importance of social media...
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Achieving the promise of AI and ML in delivering economic and relational customer value in B2B
Latinovic, Zoran; Chatterjee, Sharmila C. - In: Journal of business research : JBR 144 (2022), pp. 966-974
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Dark side of business-to-business (B2B) relationships
Sharma, Piyush; Kingshott, Russel; Leung, Tak Yan; … - In: Journal of business research : JBR 144 (2022), pp. 1186-1195
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Sustainability in the beer and pub industry during the COVID-19 period : an emerging new normal
Singh, Pallavi; Brown, David M.; Chelekis, Jessica; … - In: Journal of business research : JBR 141 (2022), pp. 656-672
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How does one-sided versus two-sided customer orientation affect B2B platform's innovation : differential effects with top management team status
Liu, Zhiqiang; Huang, Yanyi; Huang, Ying; Song, Yiping Amy - In: Journal of business research : JBR 141 (2022), pp. 619-632
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Moving towards digital platforms revolution? : antecedents, determinants and conceptual framework for offline B2B networks
Peruchi, Diego Falcão; Pacheco, Diego Augusto de Jesus; … - In: Journal of business research : JBR 142 (2022), pp. 344-363
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Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions
Edwards, John; Miles, Morgan P.; D'Alessandro, Steven; … - In: Journal of business research : JBR 142 (2022), pp. 585-593
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Value first, then price : building value-based pricing strategies
Hinterhuber, Andreas (ed.); Snelgrove, Todd C. (ed.) - 2022 - Second edition
"Value-based pricing-pricing a product or service according to its value to the customer rather than its cost-is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this...
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Business to business marketing management : a global perspective
Zimmerman, Alan S.; Blythe, Jim - 2022 - Fourth edition
"Business to Business (B2B) markets are considerably more challenging than consumer markets and demand a more specific skillset from marketers. B2B buyers, often dealing with highly complex products, have specialist product knowledge and are far more knowledgeable and demanding than the average...
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Krise und Wandel im B-to-B-Geschäft, oder die Bereitschaft, sich teilweise neu zu erfinden : das Beispiel des Unternehmensverbundes SCHNEEWEISS interior
Dreher, Jürgen; Dehne, Claudia - In: Die Corona-Transformation : Krisenmanagement und …, (pp. 241-254). 2022
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Organisational and environmental indicators of B2B sales performance
Høgevold, Nils M.; Rodríguez, Rocío; Svensson, Gøran; … - In: Marketing intelligence & planning 40 (2022) 1, pp. 33-56
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Boundary resource interactions in solution networks
Wei, Ruiqi; Vize, Roisin; Geiger, Susi - In: European journal of marketing 56 (2022) 2, pp. 532-561
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Including emerging markets, services, durables, B2B and luxury brands
Romaniuk, Jenni; Sharp, Byron - 2022 - Revised edition
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Exhibitors' performance at international trade shows : does export firms' experience matter?
Geldres-Weiss, Valeska V.; Monreal-Pérez, Joaquin; … - In: Journal of promotion management : innovations in … 28 (2022) 3, pp. 288-308
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A Customer-Oriented Manager for B2B Services : Principles and Implementation
Mathieu, Valérie - 2022
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The inverted curvilinear effects of business relationships on institutional success : the moderating role of global role complexity
Sharma, Revti Raman; Raskovic, Matevz; Singh, Balwinder - In: Cross cultural & strategic management 29 (2022) 1, pp. 1-23
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A framework for the relationship implications of additive manufacturing (3D printing) for industrial marketing : servitization, sustainability and customer empowerment
Chaney, Damien; Gardan, Julien; Freyman, Julien de - In: The journal of business & industrial marketing 37 (2022) 1, pp. 91-102
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B2B engagement within an internet of things ecosystem
Soltani, Sadia - In: The journal of business & industrial marketing 37 (2022) 1, pp. 146-159
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194
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