Zobrazeno 1 - 10
of 23
pro vyhledávání: '"Harri Terho"'
Publikováno v:
Journal of Business & Industrial Marketing. 38:337-352
Purpose The purpose of this study is to provide a contextualized understanding of how business-to-business (B2B) firms use the sales development function for efficient and effective lead funnel management. Design/methodology/approach The authors adop
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::67ef7a400b24a788df8c6db2fc8f45cb
https://doi.org/10.1108/jbim-12-2021-0596
https://doi.org/10.1108/jbim-12-2021-0596
Publikováno v:
Industrial Marketing Management. 101:208-222
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b4abf0e0cc770e643840695280d7e151
https://doi.org/10.1016/j.indmarman.2021.12.016
https://doi.org/10.1016/j.indmarman.2021.12.016
Publikováno v:
Journal of Business & Industrial Marketing. 37:19-32
Purpose The current research aims to answer the following question: To what extent and under what conditions does hiring consultants to implement a customer relationship management (CRM) system produce performance gains for companies? To answer this
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::67ef363c4c6f87145fcf89146cdbb637
https://doi.org/10.1108/jbim-08-2021-0380
https://doi.org/10.1108/jbim-08-2021-0380
Autor:
Harri Terho, Elina Jaakkola
Publikováno v:
Journal of Service Management. 32:1-27
PurposeThe quality of the customer journey has become a critical determinant of successful service delivery in contemporary business. Extant journey research focuses on the customer path to purchase, but pays less attention to the touchpoints related
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::cbd576771cbe883c311738535459889d
https://doi.org/10.1108/josm-06-2020-0233
https://doi.org/10.1108/josm-06-2020-0233
Publikováno v:
Industrial Marketing Management. 88:389-395
When economic crises disrupt markets and stifle sales, business-to-business (B2B) vendors are often tempted to respond by offering temporary price reductions to maintain sales and empathize with the customers' plight. This, however, may be a suboptim
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::635c13ad02e3c61c7c17a0731fdb46bf
https://doi.org/10.1016/j.indmarman.2020.05.029
https://doi.org/10.1016/j.indmarman.2020.05.029
Publikováno v:
Journal of Personal Selling & Sales Management. 40:180-197
In B2B markets, firms seek to provide customer solutions instead of merely selling goods or services. As boundary-spanners, salespeople are pivotal for implementing this strategic shift. Yet, extan...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::d49c6990c5010f105d673df1d3d3baec
https://doi.org/10.1080/08853134.2020.1778484
https://doi.org/10.1080/08853134.2020.1778484
Publikováno v:
Journal of the Academy of Marketing Science. 49:139-163
This study explains how manufacturers tackle the critical managerial challenge of transforming a product-focused sales force to undertake solution selling. Through an application of configurational theory, the authors explain how individual and organ
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::0fcbdcce848677fe042a27cf09530aba
https://doi.org/10.1007/s11747-020-00729-z
https://doi.org/10.1007/s11747-020-00729-z
Fundamental shifts in business-to-business (B2B) buying behavior make digital content marketing (DCM) a strategic priority for vendors, though firms struggle to achieve its full potential, as a customer-centric marketing approach. To address importan
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::06dbece9e8c1f15133755c3b9c343937
http://urn.fi/URN:NBN:fi:jyu-202208254343
http://urn.fi/URN:NBN:fi:jyu-202208254343
Autor:
Harri Terho, Anna Salonen
Publikováno v:
The Palgrave Handbook of Servitization ISBN: 9783030757700
A central part of a manufacturer’s transformation to solution selling involves recruiting and training salespersons who enact the critical relational processes of solution selling at the customer interface. Such solution selling involvement by the
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::9a7994e986c666f4a9d7d462d53be219
https://doi.org/10.1007/978-3-030-75771-7_22
https://doi.org/10.1007/978-3-030-75771-7_22
Publikováno v:
Industrial Marketing Management. 66:42-55
Modern business-to-business firms focus increasingly on understanding and selling value, as a strategic priority and to achieve marketing and sales excellence. Yet many companies struggle to implement their value orientation, without sufficient knowl
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::8758555500a02f3ef087201600b071b1
https://doi.org/10.1016/j.indmarman.2017.06.015
https://doi.org/10.1016/j.indmarman.2017.06.015