‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets von Terho, Harri, Haas, Alexander, Eggert, Andreas, Ulaga, Wolfgang

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Customer reference marketing: Conceptualization, measurement and link to selling performance von Terho, Harri, Jalkala, Anne

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Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions von Salonen, Anna, Terho, Harri, Böhm, Eva, Virtanen, Ari, Rajala, Risto

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Outward-looking and future-oriented customer value potential management: The sales force value appropriation role von Balboni, Bernardo, Terho, Harri

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Correction to: Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions von Salonen, Anna, Terho, Harri, Böhm, Eva, Virtanen, Ari, Rajala, Risto

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Service journey quality: conceptualization, measurement and customer outcomes von Jaakkola, Elina, Terho, Harri

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Effective implementation of relationship orientation in new product launches von Matikainen, Minna, Terho, Harri, Matikainen, Esa, Parvinen, Petri, Juppo, Anne

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Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling von Ancillai, Chiara, Terho, Harri, Cardinali, Silvio, Pascucci, Federica

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B2B customer journeys: Conceptualization and an integrative framework von Purmonen, Arttu, Jaakkola, Elina, Terho, Harri

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Measuring B2B social selling: Key activities, antecedents and performance outcomes von Terho, Harri, Giovannetti, Marta, Cardinali, Silvio

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Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey von Terho, Harri, Mero, Joel, Siutla, Lotta, Jaakkola, Elina

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Three Ways to Sell Value in B2B Markets von Keränen, Joona, Terho, Harri, Saurama, Antti

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How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling von Terho, Harri, Eggert, Andreas, Haas, Alexander, Ulaga, Wolfgang

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Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory von Keränen, Joona, Salonen, Anna, Terho, Harri

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Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action von Terho, Harri, Eggert, Andreas, Ulaga, Wolfgang, Haas, Alexander, Böhm, Eva

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The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity von Suoniemi, Samppa, Terho, Harri, Zablah, Alex, Olkkonen, Rami, Straub, Detmar W.

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Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (vol 32, pg 721, 2020) von Salonen, Anna, Terho, Harri, Boehm, Eva, Virtanen, Ari, Rajala, Risto

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Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement von Keränen, Joona, Kienzler, Mario, Salonen, Anna, Terho, Harri, Totzek, Dirk

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EXPRESS: Getting the Recipe Right: How Content Combinations Drive Social Media Engagement Behaviors von Lapresta-Romero, Sara, Becker, Larissa, Hernández-Ortega, Blanca, Terho, Harri, Franco, José L.

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Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling von Böhm, Eva, Eggert, Andreas, Terho, Harri, Ulaga, Wolfgang, Haas, Alexander

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