Harri Terho

1.6k total citations
32 papers, 1.0k citations indexed

About

Harri Terho is a scholar working on Marketing, Organizational Behavior and Human Resource Management and Strategy and Management. According to data from OpenAlex, Harri Terho has authored 32 papers receiving a total of 1.0k indexed citations (citations by other indexed papers that have themselves been cited), including 19 papers in Marketing, 19 papers in Organizational Behavior and Human Resource Management and 9 papers in Strategy and Management. Recurrent topics in Harri Terho's work include Customer Service Quality and Loyalty (17 papers), Digital Marketing and Social Media (8 papers) and Consumer Behavior in Brand Consumption and Identification (7 papers). Harri Terho is often cited by papers focused on Customer Service Quality and Loyalty (17 papers), Digital Marketing and Social Media (8 papers) and Consumer Behavior in Brand Consumption and Identification (7 papers). Harri Terho collaborates with scholars based in Finland, Germany and United States. Harri Terho's co-authors include Andreas Eggert, Wolfgang Ulaga, Alexander Haas, Elina Jaakkola, Silvio Cardinali, Chiara Ancillai, Federica Pascucci, Eva Böhm, Aino Halinen and Anna Salonen and has published in prestigious journals such as Journal of Business Research, Journal of the Academy of Marketing Science and Industrial Marketing Management.

In The Last Decade

Harri Terho

31 papers receiving 955 citations

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Harri Terho Finland 16 527 510 340 316 199 32 1.0k
Barbara Čater Slovenia 13 533 1.0× 390 0.8× 322 0.9× 339 1.1× 172 0.9× 26 1.0k
Yolanda Polo‐Redondo Spain 21 307 0.6× 398 0.8× 324 1.0× 425 1.3× 314 1.6× 36 1.1k
Frank Acito United States 10 726 1.4× 505 1.0× 446 1.3× 303 1.0× 229 1.2× 12 1.2k
Roberto Mora Cortez Denmark 14 310 0.6× 348 0.7× 411 1.2× 312 1.0× 137 0.7× 29 966
Jillian Dawes Farquhar United Kingdom 16 478 0.9× 521 1.0× 334 1.0× 190 0.6× 202 1.0× 33 955
Pushkala Raman United States 7 606 1.1× 398 0.8× 412 1.2× 269 0.9× 418 2.1× 7 1.0k
Das Narayandas United States 13 888 1.7× 746 1.5× 366 1.1× 369 1.2× 207 1.0× 30 1.4k
Paulina Papastathopoulou Greece 11 338 0.6× 512 1.0× 208 0.6× 432 1.4× 191 1.0× 19 984
Peter Yannopoulos Canada 10 270 0.5× 326 0.6× 264 0.8× 311 1.0× 104 0.5× 14 788
Ling Jiang China 11 291 0.6× 430 0.8× 383 1.1× 240 0.8× 331 1.7× 32 966

Countries citing papers authored by Harri Terho

Since Specialization
Citations

This map shows the geographic impact of Harri Terho's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Harri Terho with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Harri Terho more than expected).

Fields of papers citing papers by Harri Terho

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Harri Terho. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Harri Terho. The network helps show where Harri Terho may publish in the future.

Co-authorship network of co-authors of Harri Terho

This figure shows the co-authorship network connecting the top 25 collaborators of Harri Terho. A scholar is included among the top collaborators of Harri Terho based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Harri Terho. Harri Terho is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Terho, Harri, et al.. (2025). How B2B social media content strategies generate engagement across different social media platforms. Industrial Marketing Management. 125. 413–430. 1 indexed citations
2.
Terho, Harri, et al.. (2025). The Package Says More Than a Thousand Words: The Effect of Eco‐Labelling and Package Material on Consumer's Purchase Intentions. Journal of Consumer Behaviour. 24(3). 1421–1440. 1 indexed citations
3.
Becker, Larissa, et al.. (2024). Getting the Recipe Right: How Content Combinations Drive Social Media Engagement Behaviors. Journal of Interactive Marketing. 60(4). 452–473. 2 indexed citations
4.
Mukhopadhyay, Sandip, Harri Terho, Rakesh Kumar Singh, & Deva Rangarajan. (2024). Enhancing B2B sales through digital transformation: Insights into effective sales enablement. Industrial Marketing Management. 125. 29–47. 7 indexed citations
5.
Jaakkola, Elina, et al.. (2023). B2B customer journeys: Conceptualization and an integrative framework. Industrial Marketing Management. 113. 74–87. 29 indexed citations
6.
Zablah, Alex R., et al.. (2022). CRM system implementation and firm performance: the role of consultant facilitation and user involvement. Journal of Business and Industrial Marketing. 37(13). 19–32. 12 indexed citations
7.
Terho, Harri, et al.. (2022). Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey. Industrial Marketing Management. 105. 294–310. 63 indexed citations
8.
Terho, Harri, et al.. (2022). Measuring B2B social selling: Key activities, antecedents and performance outcomes. Industrial Marketing Management. 101. 208–222. 33 indexed citations
9.
Terho, Harri, et al.. (2021). The impact of firm-level and project-level it capabilities on CRM system quality and organizational productivity. Journal of Business Research. 127. 108–122. 35 indexed citations
10.
Keränen, Joona, Anna Salonen, & Harri Terho. (2020). Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory. Industrial Marketing Management. 88. 389–395. 24 indexed citations
11.
Böhm, Eva, Andreas Eggert, Harri Terho, Wolfgang Ulaga, & Alexander Haas. (2020). Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling. Journal of Personal Selling and Sales Management. 40(3). 180–197. 25 indexed citations
12.
Salonen, Anna, et al.. (2020). Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions. Journal of the Academy of Marketing Science. 49(1). 139–163. 45 indexed citations
13.
Terho, Harri, et al.. (2016). The role and impact of firm’s strategic orientations on launch performance: significance of relationship orientation. Journal of Business and Industrial Marketing. 31(5). 625–639. 13 indexed citations
14.
Terho, Harri, et al.. (2013). Salesperson Goal Orientations and the Selling Performance Relationship: The Critical Role of Mediation and Moderation. Econstor (Econstor). 6(2). 70–90. 7 indexed citations
15.
Eggert, Andreas, et al.. (2013). Erfolgsfaktor Value-Based Selling — Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt. Marketing Review St Gallen. 30(4). 64–73.
16.
Terho, Harri, Alexander Haas, Andreas Eggert, & Wolfgang Ulaga. (2012). It's almost like taking the sales out of selling—Conceptualizing value-based selling in business markets. 3 indexed citations
17.
Terho, Harri, et al.. (2012). The Measurement Of Endogenous Higher-Order Formative Composite Variables In Pls-Sem: An Empirical Application From Crm System Development. Zenodo (CERN European Organization for Nuclear Research). 6(12). 1648–1652. 2 indexed citations
18.
Terho, Harri, Alexander Haas, Andreas Eggert, & Wolfgang Ulaga. (2011). ‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management. 41(1). 174–185. 210 indexed citations
19.
Terho, Harri & Aino Halinen. (2007). Customer portfolio analysis practices in different exchange contexts. Journal of Business Research. 60(7). 720–730. 33 indexed citations
20.
Terho, Harri. (2002). LCA for telecommunication cables. 109–111. 7 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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