Harri Terho

University of Turku - Turku / Finland

Business & Management / Marketing

AD Scientific Index ID: 1659364

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Harri Terho's MOST POPULAR ARTICLES

1-) ‘It\'s almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business marketsH Terho, A Haas, A Eggert, W UlagaIndustrial Marketing Management 41 (1), 174-185, 20125242012

2-) How sales strategy translates into performance: The role of salesperson customer orientation and value-based sellingH Terho, A Eggert, A Haas, W UlagaIndustrial marketing management 45, 12-21, 20152222015

3-) Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social sellingC Ancillai, H Terho, S Cardinali, F PascucciIndustrial Marketing Management 82, 293-308, 20191452019

4-) Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journeyH Terho, J Mero, L Siutla, E JaakkolaIndustrial Marketing Management 105, 294-310, 20221942022

5-) Selling value in business markets: Individual and organizational factors for turning the idea into actionH Terho, A Eggert, W Ulaga, A Haas, E BöhmIndustrial Marketing Management 66, 42-55, 20171312017

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