Special section on From strategy frameworks to value-in-use: implementing strategies and theories of B2B marketing and sales management
Saved in:
| Format: | Book |
|---|---|
| Language: | English |
| Published: |
New York, NY [u.a.]
Elsevier
2015
|
| Series: | Industrial marketing management
45 |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | 217 S. graph. Darst. |
Staff View
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| adam_text | CONTENTS
Letter from the editors
Peter J. LaPlaca and Adam Lindgreen
Special section on From
Strategy Frameworks to
Value-in-use: Implementing
Strategies and Theories of
B2B Marketing and Sales
Management
Guest Edited by
:
Petri
Parvinen
and
Kristian Möller
An impact-oriented implementation approach in
business marketing research: Introduction to the Special
Issue on Implementing Strategies and Theories of B2B
Marketing and Sales Management
Kristian Möller
and
Petri
Parvinen
How sales strategy translates into performance: The role
of salesperson customer orientation and value-based
selling
Harri
Terho, Andreas Eggert, Alexander Haas, and
Wolfgang Ulaga
ѕул
Linking key account management practices to
Љлљл
performance outcomes
Nektarios Tzempelikos and Spiros Gounaris
/y
_
Effective implementation of relationship orientation in
ÓZ)
new product launches
Minna Matikainen,
Harri Terho,
Esa Matikainen,
Petri
Parvinen, and Anne Juppo
м
—
When does implementation of relationship orientation in
Hr
/
new product launch matter?
Paul
Vii
о
and
Fredrik Nordin
љ
g^
Complexity of sales situation and sales lead performance:
T jj An empirical study in business-to-business company
Tatu
Virtanen,
Petri
Parvinen, and Minna Rollins
What service transition? Rethinking established
assumptions about manufacturers service-led growth
strategies
Christian Kowalkowski,
Charlotta
Windahl,
Daniel
Kindström,
and
Heiko Gebauer
—
f Organizing for solutions: How project-based firms
/
U
integrate project and service businesses
Karlos Artto, Aku Valtakoski, and
Heikki Kärki
The organizational implications of implementing key
account management: A case-based examination
Paolo Guenzi and
Kaj Storbacka
Commentary on article, The organizational implications
of implementing Key Account Management: A case-
based examination
*
Saara
Julkunen,
Jonna
Koponen, and
Mika
Gabrielsson
-g £ £
Guidelines for future research on
KAM
implementation
X 3
vi
Paolo Guenzi and
Kaj Storbacka
-fl
л
-fl
Value-based selling: An organizational capability
J.U J. perspective
Pekka Töytäri
and
Risto
Rájala
-*
-fl
0%
Various
forms
of value-based selling capability
—
Χ Χ·3
Commentary on Value-Based Selling: An
Organizational Capability Perspective
Matti
Jaakkola, Johanna
Frösén,
and Henrikki Tikkanen
Reinforcing the capability perspective of value-based
selling: A response to the commentary by Jaakkola,
Frösén
and Tikkanen on the paper Value-based selling:
An organizational capability perspective.
Risto
Rájala
and
Pekka Töytäri
Regular Articles
-f -
гщ
Beyond network pictures: Situational strategizing in
JL X
/
network context
Sari Laari-Salmela, Tuija Mainela, and Vesa Puhakka
How does trust affect alliance performance? The
mediating role of resource sharing
Xu Jiang, Feifei Jiang, Xinlei
Cai,
and
Heng
Liu
Two-sided Internet platforms: A business model lifecycle
perspective
Laurent Muzellec,
Sébastien
Ronteau, and Mary Lambkin
Developing an eco-capability through environmental
orientation and organizational innovativeness
Colin B.
Gabler,
Robert Glenn Richey Jr., and Adam
Rapp
^ ^--a Is more supply chain integration always beneficial to
X
YÌ
JL financial performance?
Gang Zhao, Taiwen Feng, and Dan Wang
Heading for new shores: Do service and hybrid
innovations outperform product innovations in
industrial companies?
Andreas Eggert,
Christoph Thiesbrummel,
and
Christian
Deutscher
Opening the black box of the role of accounting practices
in the fuzzy front-end of product innovation
Martin
Carlsson-
Wall and
Kalle
Kraus
The role of open book accounting in a supplier network:
Creating and managing interdependencies across
company boundaries
Erik Alenius, Johnny
Lind,
and
Torkel Strömsten
**
{ rm The roles of money and business deals in network
Љ/ Ј
I structures
Håkan Håkansson
and Per
Ingvar
Olsen
|
| any_adam_object | 1 |
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| indexdate | 2024-07-10T01:24:16Z |
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| spelling | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management guest ed.: Petri Parvinen ... From strategy frameworks to value-in-use New York, NY [u.a.] Elsevier 2015 217 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Industrial marketing management 45 Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Investitionsgütermarketing (DE-588)4072915-1 gnd rswk-swf Vertrieb (DE-588)4127117-8 gnd rswk-swf Investitionsgütermarketing (DE-588)4072915-1 s Business-to-Business-Marketing (DE-588)4631075-7 s Vertrieb (DE-588)4127117-8 s DE-604 Parvinen, Petri Sonstige (DE-588)1070238155 oth Industrial marketing management 45 (DE-604)BV002662699 45 Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027965506&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management Industrial marketing management Business-to-Business-Marketing (DE-588)4631075-7 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd Vertrieb (DE-588)4127117-8 gnd |
| subject_GND | (DE-588)4631075-7 (DE-588)4072915-1 (DE-588)4127117-8 |
| title | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management |
| title_alt | From strategy frameworks to value-in-use |
| title_auth | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management |
| title_exact_search | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management |
| title_full | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management guest ed.: Petri Parvinen ... |
| title_fullStr | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management guest ed.: Petri Parvinen ... |
| title_full_unstemmed | Special section on From strategy frameworks to value-in-use implementing strategies and theories of B2B marketing and sales management guest ed.: Petri Parvinen ... |
| title_short | Special section on From strategy frameworks to value-in-use |
| title_sort | special section on from strategy frameworks to value in use implementing strategies and theories of b2b marketing and sales management |
| title_sub | implementing strategies and theories of B2B marketing and sales management |
| topic | Business-to-Business-Marketing (DE-588)4631075-7 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd Vertrieb (DE-588)4127117-8 gnd |
| topic_facet | Business-to-Business-Marketing Investitionsgütermarketing Vertrieb |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027965506&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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