Harri Terho

‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

Harri Terho, Alexander Haas, Andreas Eggert et al. · Industrial Marketing Management · 2011 · 325 citations

Management, Marketing, Marketing Management +11

Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling

Chiara Ancillai, Harri Terho, Silvio Cardinali et al. · Industrial Marketing Management · 2019 · 237 citations

Management, Marketing, Marketing Management +16

How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

Harri Terho, Andreas Eggert, Alexander Haas et al. · Industrial Marketing Management · 2015 · 176 citations

Management, Marketing, Marketing Management +16

Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey

Harri Terho, Joel Mero, Lotta Siutla et al. · Industrial Marketing Management · 2022 · 144 citations · Full text

Business, Marketing, Marketing Management +15

Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action

Harri Terho, Andreas Eggert, Wolfgang Ulaga et al. · Industrial Marketing Management · 2017 · 87 citations

Business, Marketing, Marketing Management +14