Harri Terho
Harri Terho
Adjunct Professor, Senior Research Fellow, Turku School of Economics, University of Turku
Vahvistettu sähköpostiosoite verkkotunnuksessa utu.fi - Kotisivu
Nimike
Viittaukset
Viittaukset
Vuosi
‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets
H Terho, A Haas, A Eggert, W Ulaga
Industrial Marketing Management 41 (1), 174-185, 2012
3562012
How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling
H Terho, A Eggert, A Haas, W Ulaga
Industrial Marketing Management 45, 12-21, 2015
1722015
Customer portfolio analysis practices in different exchange contexts
H Terho, A Halinen
Journal of Business Research 60 (7), 720-730, 2007
692007
Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling
C Ancillai, H Terho, S Cardinali, F Pascucci
Industrial Marketing Management 82, 293-308, 2019
592019
Selling value in business markets: Individual and organizational factors for turning the idea into action
H Terho, A Eggert, W Ulaga, A Haas, E Böhm
Industrial Marketing Management 66, 42-55, 2017
502017
Customer reference marketing: Conceptualization, measurement and link to selling performance
H Terho, A Jalkala
Industrial Marketing Management 64, 175-186, 2017
422017
A measure for companies' customer portfolio management
H Terho
Journal of Business-to-Business Marketing 16 (4), 374-411, 2009
412009
Outward-looking and future-oriented customer value potential management: The sales force value appropriation role
B Balboni, H Terho
Industrial Marketing Management 53, 181-193, 2016
222016
Effective implementation of relationship orientation in new product launches
M Matikainen, H Terho, E Matikainen, P Parvinen, A Juppo
Industrial Marketing Management 45, 35-46, 2015
212015
Salesperson goal orientations and the selling performance relationship: The critical role of mediation and moderation
H Terho, L Kairisto-Mertanen, D Bellenger, WJ Johnston
Journal of Business Market Management 6 (2), 70-90, 2013
202013
The nature of customer portfolios: Towards new understanding of firms' exchange contexts
H Terho, A Halinen
Journal of Business-to-Business Marketing 19 (4), 335-366, 2012
192012
Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory
J Keränen, A Salonen, H Terho
Industrial Marketing Management 88, 389-395, 2020
132020
The role and impact of firm’s strategic orientations on launch performance: significance of relationship orientation
M Matikainen, H Terho, P Parvinen, A Juppo
Journal of Business & Industrial Marketing, 2016
102016
Selling results solutions: Creating sales opportunities in mature industrial markets
T Roune, J Bristow, H Terho
Alma Talent, 2011
92011
Engaging a product-focused sales force in solution selling: interplay of individual-and organizational-level conditions
A Salonen, H Terho, E Böhm, A Virtanen, R Rajala
Journal of the Academy of Marketing Science 49, 139–163, 2021
82021
Customer Portfolio Management – The Construct and Performance
H Terho
Publications of Turku School of Economics, 2008
8*2008
Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling
E Böhm, A Eggert, H Terho, W Ulaga, A Haas
Journal of Personal Selling & Sales Management 40 (3), 180-197, 2020
72020
Erfolgsfaktor Value-Based Selling—Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt
A Haas, A Eggert, H Terho, W Ulaga
Marketing Review St. Gallen 30 (4), 64-73, 2013
62013
The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity
S Suoniemi, H Terho, A Zablah, R Olkkonen, DW Straub
Journal of Business Research 127, 108-122, 2021
42021
Wertbasiertes Verkaufen auf Industriegütermärkten
A Eggert, A Haas, W Ulaga, H Terho
Handbuch Business-to-Business-Marketing, 483-495, 2015
32015
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Artikkelit 1–20