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~type_genre:"Article in journal"
~person:"Wieseke, Jan"
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Search: "Customer relationship management"
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Beziehungsmarketing
20
Relationship marketing
20
Salespeople
10
Verkaufspersonal
10
Consumer behaviour
8
Customer satisfaction
8
Konsumentenverhalten
8
Kundenzufriedenheit
8
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5
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4
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4
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customer satisfaction
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personal selling
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customer loyalty
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Wieseke, Jan
Han, Heesup
52
Kumar, V.
49
Hollebeek, Linda D.
37
Mattila, Anna S.
36
Gil Saura, Irene
35
Verhoef, Peter C.
35
Smith, Alan D.
31
Palmatier, Robert W.
30
Prentice, Catherine
30
Svensson, Göran
30
Homburg, Christian
29
Herrmann, Andreas
27
Loureiro, Sandra Maria Correia
27
Bruhn, Manfred
26
Agnihotri, Raj
24
Grewal, Dhruv
24
Hyun, Sunghyup Sean
24
Walsh, Gianfranco
24
Bang, Nguyen
23
Klaus, Philipp
23
Vrontis, Demetris
23
Huber, Frank
22
Thaichon, Park
22
Evanschitzky, Heiner
21
Ruyter, Ko de
21
Wong, IpKin Anthony
21
Balaji, M. S.
20
Harrigan, Paul
20
Kumar, Vikas
20
Quach, Sara
20
Rather, Raouf Ahmad
19
Sesé, F. Javier
19
Casidy, Riza
18
Karjaluoto, Heikki
18
Kim, Wansoo
18
Neslin, Scott A.
18
Rahman, Zillur
18
Ahn, Jiseon
17
Heinonen, Kristina
17
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Journal of marketing
5
Journal of the Academy of Marketing Science
4
Journal of service research : JSR
3
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business economics : JBE
1
Journal of personal selling & sales management
1
Journal of retailing
1
Marketing letters : a journal of research in marketing
1
Schmalenbach business review : sbr
1
The journal of personal selling & sales management : JPSSM
1
Tourismus-Journal : Zeitschrift für tourismuswissenschaftliche Forschung und Praxis
1
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ECONIS (ZBW)
20
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1
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:
2
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
3
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
4
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
5
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
6
When do customers get what they expect? Understanding the ambivalent effects of customers' service expectations on satisfaction
Habel, Johannes
;
Alavi, Sascha
;
Schmitz, Christian
; …
- In:
Journal of service research : JSR
19
(
2016
)
4
,
pp. 361-379
Persistent link: https://www.econbiz.de/10011606692
Saved in:
7
Engaging customers in coproduction processes : how value-enhancing and intensity-reducing communication strategies mitigate the negative effects of coproduction intensity
Haumann, Till
;
Güntürkün, Pascal
;
Schons, Laura Marie
; …
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 17-33
Persistent link: https://www.econbiz.de/10011410742
Saved in:
8
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
9
Don't try harder : using customer inoculation to build resistance against service failures
Mikolon, Sven
;
Quaiser, Benjamin
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 512-527
Persistent link: https://www.econbiz.de/10011306301
Saved in:
10
Footprints in the sands of time : a comparative analysis of the effectiveness of customer satisfaction and customer-company identification over time
Haumann, Till
;
Quaiser, Benjamin
;
Wieseke, Jan
;
Rese, Mario
- In:
Journal of marketing
78
(
2014
)
6
,
pp. 78-102
Persistent link: https://www.econbiz.de/10010463456
Saved in:
11
Willing to pay more, eager to pay less : the role of customer loyalty in price negotiations
Wieseke, Jan
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of marketing
78
(
2014
)
6
,
pp. 17-37
Persistent link: https://www.econbiz.de/10010463462
Saved in:
12
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
13
On the role of empathy in customer-employee interactions
Wieseke, Jan
;
Geigenmüller, Anja
;
Kraus, Florian
- In:
Journal of service research : JSR
15
(
2012
)
3
,
pp. 316-331
Persistent link: https://www.econbiz.de/10009578288
Saved in:
14
Should firms encourage salespeople to promote house brands in customer interaction? : an empirical investigation of financial outcomes and customer response
Kraus, Florian
;
Rajab, Thomas
;
Wieseke, Jan
- In:
Schmalenbach business review : sbr
64
(
2012
)
4
,
pp. 331-363
Persistent link: https://www.econbiz.de/10009629763
Saved in:
15
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
16
Ist Marktorientierung ansteckend? : der Transfer der Marktorientierung über Hierarchieebenen ; eine empirische Mehrebenenuntersuchung
Kraus, Florian
;
Lingenfelder, Michael
;
Wieseke, Jan
- In:
Journal of business economics : JBE
80
(
2010
)
4
,
pp. 383-416
Persistent link: https://www.econbiz.de/10003956288
Saved in:
17
Implementing the marketing concept at the employee-customer interface : the role of customer need knowledge
Homburg, Christian
;
Wieseke, Jan
;
Bornemann, Torsten
- In:
Journal of marketing
73
(
2009
)
4
,
pp. 64-81
Persistent link: https://www.econbiz.de/10003860862
Saved in:
18
Social identity and the service-profit chain
Homburg, Christian
;
Wieseke, Jan
;
Hoyer, Wayne D.
- In:
Journal of marketing
73
(
2009
)
2
,
pp. 38-54
Persistent link: https://www.econbiz.de/10003820595
Saved in:
19
Organizational identification as a determinant of customer orientation in service organizations
Wieseke, Jan
;
Ullrich, Johannes
;
Christ, Oliver
;
Dick, …
- In:
Marketing letters : a journal of research in marketing
18
(
2007
)
4
,
pp. 265-278
Persistent link: https://www.econbiz.de/10003549619
Saved in:
20
Marktorientierung als Erfolgsfaktor in Dienstleistungsunternehmen : Anwendung und Erfolgswirkung der Marktorientierung im Tourismusbereich
Lingenfelder, Michael
;
Wieseke, Jan
;
Kraus, Florian
; …
- In:
Tourismus-Journal : Zeitschrift für …
8
(
2004
)
3
,
pp. 305-319
Persistent link: https://www.econbiz.de/10003357079
Saved in:
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