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Year of publication
Subject
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Selling 3,443 Verkauf 3,431 Salespeople 1,026 Verkaufspersonal 1,023 Theory 538 Theorie 537 Relationship marketing 508 Beziehungsmarketing 504 Sales 472 Absatz 439 Consumer behaviour 424 Konsumentenverhalten 422 Marketing 353 Marketingmanagement 340 Marketing management 329 B-to-B-Marketing 324 Business-to-business marketing 324 Sales management 280 Lieferantenmanagement 249 Supplier relationship management 249 Vertrieb 242 Physical distribution 231 USA 178 United States 173 Erfolgsfaktor 166 Success factor 163 Online retailing 161 Online-Handel 161 Sales promotion 160 Verkaufsförderung 158 Preismanagement 142 Pricing strategy 142 Arbeitsleistung 136 Job performance 136 Einzelhandel 120 Retail trade 119 Electronic Commerce 114 Deutschland 111 E-commerce 107 Germany 102
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Online availability
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Undetermined 1,285 Free 541 CC license 25
Type of publication
All
Article 2,090 Book / Working Paper 1,553 Journal 17 Other 1
Type of publication (narrower categories)
All
Article in journal 1,717 Aufsatz in Zeitschrift 1,717 Graue Literatur 194 Non-commercial literature 194 Aufsatz im Buch 179 Book section 179 Arbeitspapier 132 Working Paper 132 Hochschulschrift 113 Ratgeber 102 research-article 101 Guidebook 92 Thesis 84 Lehrbuch 67 Textbook 64 Collection of articles of several authors 60 Sammelwerk 60 Bibliografie enthalten 42 Bibliography included 42 Case study 26 Fallstudie 26 Konferenzschrift 23 Aufsatzsammlung 21 Glossar enthalten 17 Glossary included 17 Conference proceedings 16 Conference paper 15 Konferenzbeitrag 15 Bibliographie 12 review-article 10 Reprint 9 review 9 Amtsdruckschrift 8 Government document 8 case-report 8 conceptual-paper 8 Fallstudiensammlung 6 Article 4 CD-ROM, DVD 4 Handbook 4
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Language
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English 3,242 German 375 Undetermined 26 French 11 Swedish 4 Dutch 2 Spanish 2 Danish 1 Italian 1 Lithuanian 1 Norwegian 1 Russian 1
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Author
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Agnihotri, Raj 23 Habel, Johannes 23 Ahearne, Michael 22 Marshall, Greg W. 22 Alavi, Sascha 21 Johnson, Jeff S. 21 Lee, Nick 19 Guenzi, Paolo 18 Schmitz, Christian 18 Homburg, Christian 16 Pullins, Ellen 16 Rangarajan, Deva 16 Friend, Scott B. 15 DeCarlo, Thomas E. 14 Moncrief, William C. 14 Wieseke, Jan 14 Albers, Sönke 13 Cravens, David W. 13 Deeter-Schmelz, Dawn R. 13 Hughes, Douglas E. 13 Johnston, Mark W. 13 Lane, Nikala 13 Madhani, Pankaj M. 13 Plouffe, Christopher R. 13 Rapp, Adam 13 Sharma, Arun 13 Terho, Harri 13 Lam, Son K. 12 Bolander, Willy 11 Bush, Alan J. 11 Cron, William L. 11 Dubinsky, Alan J. 11 Haas, Alexander 11 Ingram, Thomas N. 11 Panagopoulos, Nikolaos G. 11 Sinha, Prabhakant 11 Svensson, Göran 11 Chaker, Nawar N. 10 Dixon, Andrea L. 10 Good, Valerie 10
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Institution
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American Marketing Association 13 Springer Fachmedien Wiesbaden 13 National Bureau of Economic Research 12 Books on Demand GmbH <Norderstedt> 5 GABAL-Verlag GmbH 4 National Industrial Conference Board 4 Wiley-VCH 4 AMA Winter Academic Conference <2023, Nashville, Tenn.> 3 AMA Winter Academic Conference <2023, Online> 3 Haufe-Lexware GmbH & Co. KG 3 European Foundation for the Improvement of Living and Working Conditions 2 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 2 OECD 2 Tredition GmbH <Hamburg> 2 USA / Bureau of Foreign and Domestic Commerce 2 AMA Summer Academic Conference <2019, Chicago, Ill.> 1 AMA Winter Academic Conference <2020, San Diego, Calif.> 1 Alexander Group, Inc. 1 American Management Association 1 Australian and New Zealand Marketing Academy Conference 1-3 Dec. 2003 Adelaide, S. Aust. 1 Brunswick Land Company 1 Bundesverband Druck / Abteilung Betriebswirtschaft 1 Business International S.A 1 Centre for Economic Policy Research 1 Chartered Institute of Marketing 1 Chicago Trust Company 1 College of Law and Business 1 Conference Board's Division of Management Research 1 Conservative Political Centre 1 Cornell University Agricultural Experiment Station, New York State College of Agriculture and Life Sciences, Cornell University 1 Deutsches Handelsinstitut 1 Duncker & Humblot 1 England and Wales / Sovereign (1660-1685 : Charles II) 1 Escuela de Graduados en Administración Pública y Políticas Públicas (EGAP), Instituto Tecnológico y de Estudios Superiores de Monterrey (ITESM) 1 European Commission / Joint Research Centre 1 European Parliament / Directorate-General for Internal Policies of the Union 1 Europäische Kommission / Statistisches Amt 1 F.A.Z.-Institut für Management-, Markt- und Medieninformationen / Geschäftsbereich Innovationsprojekte 1 FOM-Hochschule für Oekonomie & Management 1 Federal Power Commission 1
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms 147 The journal of personal selling & sales management : JPSSM 115 Journal of personal selling & sales management : JPSSM 83 Journal of business research : JBR 69 The journal of business & industrial marketing 52 Journal of Business & Industrial Marketing 48 Journal of the Academy of Marketing Science 45 Journal of marketing 33 SpringerLink / Bücher 32 Journal of marketing education : JME 29 Journal of business-to-business marketing 25 European Journal of Marketing 23 Journal of retailing and consumer services 21 The journal of real estate finance and economics 20 Management science : journal of the Institute for Operations Research and the Management Sciences 19 International journal of production economics 18 European journal of marketing : EJM 17 European journal of operational research : EJOR 17 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 17 European journal of marketing 16 Marketing science 15 Journal of strategic marketing 14 Discussion paper / Centre for Economic Policy Research 13 Harvard business review : HBR 13 Business horizons 12 Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung 12 NBER working paper series 12 Journal of marketing research : JMR 11 Journal of retailing 11 Marketing Intelligence & Planning 11 Production and operations management : an international journal of the Production and Operations Management Society 11 Managerial and decision economics : MDE ; the international journal of research and progress in management economics 10 Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis 10 Production and operations management : the flagship research journal of the Production and Operations Management Society 10 Working paper / National Bureau of Economic Research, Inc. 10 Asia Pacific journal of marketing and logistics 9 Journal of business ethics : JOBE 9 Manufacturing & service operations management : M & SOM 9 NBER Working Paper 9 Sales management : a multinational perspective 9
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Source
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ECONIS (ZBW) 3,412 Other ZBW resources 141 USB Cologne (EcoSocSci) 68 RePEc 28 BASE 7 EconStor 4 ArchiDok 1
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Showing 1 - 50 of 3,661
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Linking sales force integration into NPD to salesperson retention : toward a systematic framework
Prigge, Jana-Kristin; Schwehm, Kevin; Sieberz, Isabell - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 315-334
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015192662
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Genes and sales
Gong, Shiyang; Li, Qian; Su, Song; Zhang, Juanjuan - In: Management science : journal of the Institute for … 70 (2024) 6, pp. 3902-3922
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014552029
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Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams
Koponen, Jonna; Julkunen, Saara; Laajalahti, Anne; … - In: Industrial marketing management : the international … 124 (2025), pp. 57-72
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173268
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An empirical investigation of wine sales as a driver of financial performance in restaurants : insights from real-world sales data
Chon, Jun Young; Gergaud, Olivier; Heo, Cindy Yoonjoung - 2025
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015376492
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The role of advertising in the choice between reselling and agency selling
Sigué, Simon Pierre; Gromova, Ekaterina - In: International transactions in operational research : a … 32 (2025) 4, pp. 2311-2335
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015338362
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Advance selling strategy and pricing decisions with online reviews
Tang, Ming-Zhao; You, Tian-Hui; Cao, Bing-Bing - In: International transactions in operational research : a … 32 (2025) 5, pp. 3108-3137
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015375848
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Consumer rebate strategy for a manufacturer selling price-quality differentiated products
Majumder, Sani; Nielsen, Izabela; Maity, Susanta; Saha, … - In: International transactions in operational research : a … 32 (2025) 5, pp. 3008-3049
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015375836
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Different roads lead to Rome : a configurational investigation of solution Salespeople's sales success in business-to-business markets
Bongers, Franziska M.; Keller, Alisa K.; Stoffer, Gloria; … - In: Industrial marketing management : the international … 126 (2025), pp. 251-265
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395423
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Rethinking "marketing as applied economics"
Tadajewski, Mark - In: Marketing theory 22 (2022) 4, pp. 643-665
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013435588
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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, ebvufind01.dmz1.zbw.eu/10013187388
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An examination of ticket pricing in a multidisciplinary sports mega-event
Solanellas, Francesc; Muñoz, Joshua; Petchamé, Josep - In: Economies : open access journal 10 (2022) 12, pp. 1-21
Some studies have examined ticket sales in the context of a sporting event. However, only a few have investigated the determinants of ticket prices, and, to date, none have done so in the context of a multidisciplinary sports mega-event. This study examines this complex paradigm through the case...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013499754
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Toward a shared leadership environment : insights into retail salespeople's work environment
Berg, Alexandra Martina van der; Foege, Johann Nils; … - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 121-138
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013361666
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All that glitters is not gold : exploring social selling through the eyes of B2B customers
Ancillai, Chiara; Bartoloni, Sara; Pascucci, Federica - In: The journal of business & industrial marketing 39 (2024) 13, pp. 49-67
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205314
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The differential effects of sales control systems on salespeople’s role stressors and performance in the pharmaceutical industry
Cho, Yeonjin; Nam, Hyunjeong - In: The journal of business & industrial marketing 39 (2024) 13, pp. 108-127
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205318
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Nuances of sales-service ambidexterity across varied sales job types
Temerak, Mohamed Sobhy; Micevski, Milena; … - In: British journal of management 35 (2024) 4, pp. 1994-2010
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Direct sales and bargaining
Donna, Javier D.; Pereira, Pedro; Pu, Yun; Trindade, Andre - In: The Rand journal of economics 55 (2024) 4, pp. 749-787
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015158062
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B2B service sales on a digital multi-sided platform : transformation from value chains to value networks
Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; … - In: Industrial marketing management : the international … 116 (2024), pp. 26-39
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014456183
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Should competing suppliers with dual-channel supply chains adopt agency selling in an e-commerce platform?
Matsui, Kenji - In: European journal of operational research : EJOR 312 (2024) 2, pp. 587-604
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014456305
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Is the buyer really king? : a meta-analysis of the buyer advantage in sales negotiation
Geiger, Ingmar; Zerres, Alfred - In: Industrial marketing management : the international … 123 (2024), pp. 372-385
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168507
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Engaging the sales force in digital solution selling : an organizational behavior perspective
2024
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015399530
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Emotions, norms, and consequences as the forces of good and evil : an investigation on sales professionals
Yıldırım, Mücahid; Özdemir, Şuayıp - In: Business ethics, the environment & responsibility 33 (2024) 4, pp. 828-846
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015097543
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The impact of website performance on business sales
Ikášová, Tereza; Klepek, Martin - In: Financial internet quarterly 20 (2024) 1, pp. 81-91
In this study, we aimed to investigate the financial implications of website performance on restaurant visitor traffic. It is crucial to address the current challenges faced by the restaurant industry, such as decreasing diner numbers due to rising prices, which can have a negative impact on the...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014496629
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Managerial latitude and adaptive selling : important roles of salesperson perceived control and work centrality
Khalid, Adeel; Singh, Sanjay K.; Usman, Muhammad; … - In: Journal of business research : JBR 172 (2024), pp. 1-9
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014547372
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Does sex sell? : gender representation, sexualization, and violence on video game covers and their impact on sales
Valentowitsch, Johann - In: Journal of business strategies : JBS 41 (2024) 1, pp. 27-42
This study examines the cover design of 1,113 video games. Based on cue utilization theory, it is argued that video game covers represent important product cues that should affect sales as consumers evaluate them before purchasing. Analysis of the data shows that the depiction of male and female...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014551017
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Sales education in Italian universities : state of the art and future directions
Cardinali, Silvio - In: Italian journal of marketing : ITJM 2024 (2024) 1, pp. 1-20
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014512427
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Pay, stay, or delay? : how to settle a run
Matta, Rafael; Perotti, Enrico - In: The review of financial studies 37 (2024) 4, pp. 1368-1407
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014528739
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Using google trends in modelling sales and household consumption behaviours
Sakchai Naknok - In: Thailand and the world economy 42 (2024) 1, pp. 172-195
From the keyword search "sale" in Google Trends, this research aims to re-examine the association between Google Trends keyword search and related topics in order to develop a marketing strategy towards sale performance and household consumption. The study analysed sales performance and...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014513554
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Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen; Jaspert, David; Ahlfeld, Christian; … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 1, pp. 7-28
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014515160
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Pratiques et tactiques de ente des concessionnaires automobiles au Québec
Gruber, Verena; Peignier, Ingrid; Dubuc, Charlotte - 2024
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014534928
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Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014555774
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The Streamer's sales strategy choice considering sales effort
Zhen, Xueping; Wang, Ping; Li, Xinran - In: Journal of retailing and consumer services 78 (2024), pp. 1-16
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015085052
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Consumer behavior analysis and open innovation on actual purchase from online live selling : a case study in the Philippines
Ong, Ardvin Kester S.; German, Josephine D.; Almario, … - In: Journal of open innovation : technology, market, and … 10 (2024) 2, pp. 1-12
Live selling in the e-market has been dominating e-commerce consumer behavior, raising competition among brands. Given that online purchasing and live selling rose significantly in the Philippines, this study aimed to assess the actual purchase of Filipinos from online live sellers....
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014583222
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Price increases and their financial consequences in international business-to-business selling
Friess, Maximilian; Kassemeier, Roland - In: Journal of international marketing 32 (2024) 1, pp. 92-111
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014631125
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Differential effect of advertising frequency on sales turnover and ads to sales ratio
Ngwakwe, Collins C. - In: Copernican Journal of Finance & Accounting : CJF&A 13 (2024) 1, pp. 27-42
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014633040
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Promoting sales of knowledge products on knowledge payment platforms : a large-scale study with a machine learning approach
Zhang, Xi; Jiang, Shan; Wang, Xuyan; Duan, Keran; Xiao, … - In: Journal of innovation & knowledge : JIK 9 (2024) 3, pp. 1-13
With the digital transformation of the global economy, a new mode of knowledge service has emerged on open innovation platforms such as those for the sharing economy. This mode is the paid knowledge-sharing service, where knowledge providers share knowledge with only those who have paid for it....
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015073865
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Personal selling and sales management abstracts
Mangus, Stephanie M. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 2, pp. 196-208
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014575091
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Customer success management through alignment of marketing, sales and IT
Graesch, Jan Philipp; Hensel-Börner, Susanne; … - In: Industrial marketing management : the international … 120 (2024), pp. 1-14
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116895
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Choose a mobile application or mobile website? : Different effects of mobile channels on direct and indirect sales
Zhang, Xueting; Wang, Feng; Cao, Xia - In: Journal of retailing and consumer services 81 (2024), pp. 1-12
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015125180
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Reselling or agency selling? : the strategic role of live streaming commerce in distribution contract selection
Wang, Qiang; Zhao, Nenggui; Ji, Xiang - In: Electronic commerce research 24 (2024) 2, pp. 983-1016
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015062878
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When does marketing & sales collaboration affect the perceived lead quality? : the moderating effects of IT systems
Hilke, Lukas - In: Junior management science 9 (2024) 3, pp. 1681-1699
In the realm of corporate dynamics, lead management remains a relatively underexplored subject, despite its increasing significance and annual resource allocation. This study addresses the enigmatic "sales lead black hole" by investigating the influence of enhanced collaboration between...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015064174
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Manufacturer's choice of online selling format in a dual-channel supply chain with green products
Li, Jin; Wang, Haoyu; Shi, Victor; Sun, Qi - In: European journal of operational research : EJOR 318 (2024) 1, pp. 131-142
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015047683
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Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success
Berkmann, Manuel; Eisenbeiß, Maik; Reinartz, Werner J.; … - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 736-761
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015047946
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Behavioral biases in panic selling : exploring the role of framing during the COVID-19 market crisis
Kuramoto, Yu; Khan, Mostafa Saidur Rahim; Kadoya, Yoshihiko - In: Risks : open access journal 12 (2024) 10, pp. 1-16
Panic selling causes long-term losses and hinders investors' return to the market. It has been explained using prospect theory aspects such as loss and regret aversion. Additionally, overconfidence and overreaction contribute to the disposition effect, leading investors to sell stocks...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015130526
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Emotional instability and financial decisions : how neuroticism fuels panic selling
Mostafa Saidur Rahim Khan; Yoshimura, Hiroumi; Kadoya, … - 2024
This study investigates the relationship between neuroticism and panic-selling behavior among investors, particularly during market downturns. Building on the theoretical framework of behavioral finance, we hypothesize that higher levels of neuroticism are positively associated with an increased...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015328737
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Sell on, sell to, or sell through : the sales performance implications of brand-platform selling arrangements
Wang, Hao; Good, Valerie; Lim, Joon Ho; Hsieh, Ming Huei - 2024
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015164556
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Salesperson lifecycle management : challenges and research priorities : editorial
Alavi, Sascha; Habel, Johannes; Vomberg, Arnd - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 209-218
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015192649
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The early-tenure salesperson : sales effort and sales growth during the ramp-up period
Peasley, Michael C.; Hochstein, Bryan W. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 219-236
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015192650
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Increasing graduates' interest in B2B sales : how to dispel lay beliefs, fight stigma, and create a profession of choice
Lanzrath, Aline Isabelle; Homburg, Christian; Ruhnau, … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 274-292
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Sales force financial compensation : a review and synthesis of the literature
Bowen, Melanie; Haas, Alexander; Hofmann, Isabel - In: Journal of personal selling & sales management : JPSSM 44 (2024) 4, pp. 374-397
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015193366
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Understanding sales representatives' unreliable lead management efforts : contingent impacts of sales managers' goal and process control behaviors
Altenscheidt, Jan; Ernst, Sophie-Charlotte; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 4, pp. 441-459
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015193378
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