Harri Terho

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Andreas EggertProfessor of Business and Services Marketing, Freie Universitaet BerlinVerifierad e-postadress på fu-berlin.de
Wolfgang UlagaProfessor of Management Practice (Marketing), INSEAD, France.Verifierad e-postadress på insead.edu
Alexander HaasJustus Liebig UniversitaVerifierad e-postadress på wirtschaft.uni-giessen.de
Eva BöhmProfessor of Marketing, Paderborn UniversityVerifierad e-postadress på uni-paderborn.de
Anna SalonenUniversity of JyväskyläVerifierad e-postadress på jyu.fi
Elina JaakkolaProfessor of Marketing, Turku School of Economics, University of TurkuVerifierad e-postadress på utu.fi
Silvio CardinaliUniversità Politecnica delle MarcheVerifierad e-postadress på univpm.it
Risto RajalaProfessor, Aalto University, Department of Industrial Engineering and ManagementVerifierad e-postadress på aalto.fi
Federica PascucciAssociate professor of MarketingVerifierad e-postadress på univpm.it
Chiara AncillaiUniversità Politecnica delle Marche, Department of ManagementVerifierad e-postadress på univpm.it
Aino HalinenProfessor of Marketing, Turku School of Economics, University of TurkuVerifierad e-postadress på utu.fi
Joona KeränenAssociate Professor, RMIT University, Graduate School of Business & LawVerifierad e-postadress på lut.fi
Alex R. ZablahDepartment Head & Gerber/Taylor Professor of Marketing, University of TennesseeVerifierad e-postadress på utk.edu
Detmar StraubProfessor, Temple University's Fox School of BusinessVerifierad e-postadress på gsu.edu
Joel (Järvinen) MeroAssociate Professor of Marketing, University of JyväskyläVerifierad e-postadress på jyu.fi
Hannu MakkonenProfessor of Marketing, University of VaasaVerifierad e-postadress på uva.fi
Marta GiovannettiUniversità di MacerataVerifierad e-postadress på unimc.it
Wesley J. JohnstonCBIM RoundTable Professor of Marketing, Georgia State UniversityVerifierad e-postadress på gsu.edu
Bernardo BALBONIUniversità degli Studi di Modena e Reggio EmiliaVerifierad e-postadress på unimore.it
Arttu PurmonenDoctoral Candidate, Marketing, Turku School of Economics, University of TurkuVerifierad e-postadress på utu.fi

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Harri Terho

Associate Professor of Marketing (tenure track), Turku School of Economics, University of Turku

Verifierad e-postadress på utu.fi - Startsida

B2B marketing customer value business relationships digital marketing customer experience


Titel Sortera efter citat Sortera efter år Sortera efter titel	Citeras av Citeras av	År
‘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	493	2012
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	292	2015
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	250	2019
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	119	2017
Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey H Terho, J Mero, L Siutla, E Jaakkola Industrial Marketing Management 105, 294-310, 2022	102	2022
Customer portfolio analysis practices in different exchange contexts H Terho, A Halinen Journal of Business Research 60 (7), 720-730, 2007	80	2007
Customer reference marketing: Conceptualization, measurement and link to selling performance H Terho, A Jalkala Industrial Marketing Management 64, 175-186, 2017	71	2017
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	60	2021
Service journey quality: conceptualization, measurement and customer outcomes E Jaakkola, H Terho Journal of Service Management 32 (6), 1-27, 2021	56	2021
A measure for companies' customer portfolio management H Terho Journal of Business-to-Business Marketing 16 (4), 374-411, 2009	46	2009
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	44	2021
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	42	2020
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	39	2020
Measuring B2B social selling: Key activities, antecedents and performance outcomes H Terho, M Giovannetti, S Cardinali Industrial Marketing Management 101, 208-222, 2022	38	2022
CRM system implementation and firm performance: the role of consultant facilitation and user involvement S Suoniemi, A Zablah, H Terho, R Olkkonen, D Straub, H Makkonen Journal of Business & Industrial Marketing 37 (13), 19-32, 2022	36	2022
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	28	2016
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	28	2013
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	27	2015
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	26	2012
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 31 (5), 625-639, 2016	20	2016

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