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~person:"Alavi, Sascha"
~person:"Schwepker, Charles H. <Jr.>"
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Search: subject:"Sales"
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Salespeople
39
Verkaufspersonal
39
Beziehungsmarketing
23
Relationship marketing
23
Selling
22
Verkauf
22
Ethics
11
Ethik
11
Führungsstil
11
Leadership style
11
B-to-B-Marketing
10
Business ethics
10
Business-to-business marketing
10
Unternehmensethik
10
Führungskräfte
6
Lieferantenmanagement
6
Managers
6
Supplier relationship management
6
Confidence
5
Consumer behaviour
5
Customer value
5
Konsumentenverhalten
5
Kundenwert
5
Personal selling
5
Sales
5
Stress
5
Vertrauen
5
Work stress
5
Arbeitsethik
4
Incentives
4
Leistungsanreiz
4
Performance incentive
4
USA
4
United States
4
Work ethics
4
performance
4
sales management
4
Anreiz
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Arbeitsleistung
3
Customer satisfaction
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English
51
German
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Alavi, Sascha
Schwepker, Charles H. <Jr.>
Homburg, Christian
71
Keen, Michael
58
Ahearne, Michael
49
Bird, Richard M.
49
Cnossen, Sijbren
49
Agnihotri, Raj
45
Ainsworth, Richard Thompson
42
Parsche, Rüdiger
40
Franses, Philip Hans
39
Pepels, Werner
39
Albers, Sönke
38
Wieseke, Jan
38
Rapp, Adam
35
Schmitz, Christian
35
Krafft, Manfred
34
Kind, Hans Jarle
32
Marshall, Greg W.
32
Binckebanck, Lars
31
Whalley, John
31
Verbeke, Willem J. M. I.
30
Agrawal, David R.
29
Friend, Scott B.
29
Johnson, Jeff S.
28
Bolander, Willy
27
Fox, William F.
27
Jaramillo, Fernando
27
Rajagopal
27
Rutherford, Brian N.
27
Belz, Christian
26
Haas, Alexander
26
Hughes, Douglas E.
26
Kühnapfel, Jörg B.
26
Weber, Michael
26
Lee, Nick
25
Lockwood, Ben
25
Madhani, Pankaj M.
25
Due, John Fitzgerald
24
Genser, Bernd
24
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Published in...
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Journal of personal selling & sales management
9
The journal of personal selling & sales management : JPSSM
6
The journal of business & industrial marketing
5
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of business-to-business marketing
3
Journal of marketing
3
Journal of the Academy of Marketing Science
3
Journal of business ethics : JOBE
2
Journal of business research : JBR
2
Journal of retailing
2
AMS review : official publication of the Academy of Marketing Science
1
American journal of business : applying research to practice ; AJB
1
Business
1
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing theory and practice
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
The Oxford handbook of strategic sales and sales management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
52
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1
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1
A theory of predictive
sales
analytics adoption
Habel, Johannes
;
Alavi, Sascha
;
Heinitz, Nicolas
- In:
AMS review : official publication of the Academy of …
13
(
2023
)
1/2
,
pp. 34-54
Persistent link: https://www.econbiz.de/10014327814
Saved in:
2
The ambivalent role of monetary
sales
incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
4
Sales
manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
5
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
6
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
7
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
8
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
9
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
10
The human side of digital transformation in
sales
: review & future paths : editorial
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 83-86
Persistent link: https://www.econbiz.de/10012584517
Saved in:
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