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Year of publication
Subject
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Handelsvertretung 282 Trade intermediation 282 Deutschland 91 Germany 91 Theorie 82 Theory 82 Distribution channel 24 Vertriebsweg 24 Agency theory 21 Prinzipal-Agent-Theorie 21 USA 21 United States 21 Außendienst 20 Betriebsvergleich 18 Handelsvertreter 18 Interfirm comparison 18 China 17 Vertrieb 17 Compensation system 16 Direct marketing 16 Direktmarketing 16 Franchising 16 Vergütungssystem 16 Physical distribution 15 Transaktionskosten 15 Transaction costs 14 Estimation 13 Lieferantenmanagement 13 Schätzung 13 Supplier relationship management 13 Salespeople 11 Verkaufspersonal 11 Großhandel 9 Selling 9 Verkauf 9 Wholesale trade 9 Exclusive dealing 8 Export sector 8 Exportwirtschaft 8 Handelsliberalisierung 8
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Online availability
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Free 28 Undetermined 15 CC license 2
Type of publication
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Book / Working Paper 160 Article 127 Journal 4
Type of publication (narrower categories)
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Article in journal 104 Aufsatz in Zeitschrift 104 Graue Literatur 62 Non-commercial literature 62 Hochschulschrift 42 Arbeitspapier 36 Thesis 36 Working Paper 36 Bibliografie enthalten 24 Bibliography included 24 Amtsdruckschrift 18 Aufsatz im Buch 18 Book section 18 Government document 18 Gesetz 11 Law 11 Collection of articles of several authors 6 Sammelwerk 6 Handbook 5 Handbuch 5 Ratgeber 4 Advisory report 3 Glossar enthalten 3 Glossary included 3 Guidebook 3 Gutachten 3 Lehrbuch 3 Textbook 3 Aufsatzsammlung 2 Statistics 2 Statistik 2 Adressbuch 1 Article 1 CD-ROM, DVD 1 Case study 1 Conference proceedings 1 Congress Report 1 Country report 1 Directory 1 Diskette 1
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Language
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German 166 English 118 French 5 Italian 3 Undetermined 3 Polish 2 Afrikaans 1 Danish 1 Hungarian 1 Spanish 1 Swedish 1
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Author
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Albers, Sönke 12 Krafft, Manfred 12 Ferrantino, Michael Joseph 6 Liu, Xuepeng 6 Shi, Huimin 6 Raff, Horst 5 Schmitt, Nicolas 5 Feenstra, Robert C. 4 Hanson, Gordon H. 4 Kaapke, Andreas 4 Krüger, Hilmar 4 Lin, Songhua 4 Wirtz, Klaus 4 Cohen, Daniel 3 Futrell, Charles M. 3 Lazear, Edward P. 3 Rossfeld, Roman 3 Schulte, Karl-Werner 3 Borchert, Margret 2 Brinkmann, Jörg 2 Dimitrov, Miroslav 2 Dobner, Stephan 2 Eberst, Gabriele 2 Fang, Wenchang 2 Freund, Werner 2 Gavish, Bezalel 2 Goller, Michael 2 Gu, Flora Fang 2 Haase, Knut 2 Hackett, Steven Curtis 2 Kiesel, Michael R. 2 Köhler, Daniel Paul 2 Lachner, Josef 2 Lee, Yuanchung 2 Mazzoleni, Roberto 2 Mazzoni, Thomas 2 Mindach, Christel 2 N'Guessan, Tchétché 2 Nerdinger, Friedemann W. 2 Oyer, Paul E. 2
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Institution
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Bundesstelle für Außenhandelsinformation <Köln> 9 National Bureau of Economic Research 3 International Chamber of Commerce 2 ifo Institut für Wirtschaftsforschung 2 Albert-Ludwigs-Universität Freiburg 1 Australian and New Zealand Marketing Academy Conference 1-3 Dec. 2008 Sydney, N.S.W. 1 Bundesagentur für Außenwirtschaft 1 Bundesanzeiger Verlag 1 Bundesverband der Deutschen Volksbanken und Raiffeisenbanken 1 Centralvereinigung Deutscher Handelsvertreter- und Handelsmakler-Verbände 1 Centralvereinigung Deutscher Wirtschaftsverbände für Handelsvermittlung und Vertrieb 1 Christian-Albrechts-Universität zu Kiel / Institut für Volkswirtschaftslehre 1 Danmark / Arbejdsgruppen om Handelsagenter 1 Deutsch-Algerische Industrie- und Handelskammer 1 Deutschland 1 Deutschland / Statistisches Bundesamt 1 Dänemark / Justitsministeriet 1 Europäische Kommission 1 Europäische Union / Harmonisierungsamt für den Binnenmarkt (Marken, Muster und Modelle) 1 Forschungsstelle für den Handel Berlin 1 Fraunhofer-Institut für Arbeitswirtschaft und Organisation 1 Idee Suisse - Schweizerische Gesellschaft für Ideenmanagement und Vorschlagswesen 1 Ifo-Institut für Wirtschaftsforschung 1 Institut Mensch und Arbeit <München> 1 Rödl & Partner 1 Schweden / Kommissionslagskommittén 1 Suhrkamp Verlag 1 Südafrika / Central Statistical Service 1 Ungarn / Kereskedelmi Minisztérium 1 University of Western Sydney 1 Universität Regensburg / International Real Estate Business School 1 Universität St. Gallen 1 Université Panthéon-Assas 1 Waidring Conference on Agency, Franchising and Distributorship <3, 1989, Waidring> 1 Wirtschaftskammer Österreich / Abteilung für Außenwirtschaft 1
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Published in...
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Mitteilungen des Instituts für Handelsforschung an der Universität zu Köln 19 Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 12 Ausländisches Wirtschafts- und Steuerrecht / A : AWSt 8 Europäische Hochschulschriften / 5 4 Wirtschaft und Recht in Osteuropa : WiRO ; Zeitschrift zur Rechts- und Wirtschaftsentwicklung in den Staaten Mittel- und Osteuropas 4 Working paper / National Bureau of Economic Research, Inc. 4 Zeitschrift für Unternehmensgeschichte 4 Berichte aus der Betriebswirtschaft 3 Ifo-Studien zu Handels- und Dienstleistungsfragen 3 Journal of international business studies : JIBS ; an official journal of the Academy of International Business 3 NBER working paper series 3 Arbeitspapiere / FOWI ; Verein zur Förderung des Forschungsinstitutes für Mittel- und Osteuropäisches Wirtschaftsrecht 2 Betriebs-Berater : BB 2 Diskussionsbeiträge / Fakultät Wirtschaftswissenschaft, FernUniversität in Hagen 2 Einkaufen und Investieren in China 2 European journal of operational research : EJOR 2 Europäische Hochschulschriften 2 Gabler Edition Wissenschaft 2 Hagener Arbeiten zur Organisationspsychologie 2 Handel im Fokus : aus dem Instituts für Handelsforschung an der Universität zu Köln 2 ICC publication 2 IFM-Materialien 2 Industrial marketing management : the international journal for industrial and high-tech firms 2 Journal of business economics : JBE 2 Journal of economic behavior & organization : JEBO 2 Journal of international marketing 2 Journal of medical marketing : device, diagnostic and pharmaceutical marketing 2 Journal of world business : JWB 2 Memorandum from (the) Institute of Economic Research, Faculty of Economics, University of Groningen 2 NBER Working Paper 2 Neue betriebswirtschaftliche Forschung : Nbf 2 Recht der internationalen Wirtschaft : RIW ; Betriebs-Berater international 2 Wirtschaft und Statistik : WISTA 2 (1998). - XI, 346 S. : graph. Darst. - Enth. 18 Beitr. 1 Acta Universitatis Wratislaviensis / Prawo 1 Advances in applied microeconomics : a research annual 1 Advances in business marketing : a research annual 1 Advances in economic analysis & policy 1 Agricultural finance review 1 Agricultural history : a publication of the Agricultural History Society 1
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Source
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ECONIS (ZBW) 285 RePEc 3 EconStor 2 BASE 1
Showing 1 - 50 of 291
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Expertise development at work: A workplace curriculum perspective in the domains of sales representatives and leadership coaches in a German context
Köhler, Daniel Paul; Goller, Michael - In: International Journal for Research in Vocational … 11 (2024) 3, pp. 334-367
Context: Active engagement and participation in professional practices are an important requirement for expertise development in vocational domains. However, not much is known about how work contexts foster or hinder such expertise development. To further fill this research gap, this study...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015188671
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Expertise development at work : a workplace curriculum perspective in the domains of sales representatives and leadership coaches in a German context
Köhler, Daniel Paul; Goller, Michael - In: International journal for research in vocational … 11 (2024) 3, pp. 334-367
Context: Active engagement and participation in professional practices are an important requirement for expertise development in vocational domains. However, not much is known about how work contexts foster or hinder such expertise development. To further fill this research gap, this study...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015183151
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L' ultimo miglio del marketing : rapporto sulle imprese di marketing operativo in Italia, Ottobre 2023
Ferraresi, Pier Marco (ed.); Stanchi, Alessandro (ed.) - 2023
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Pharmacy Benefit Managers and Vertical Relationships in Drug Supply : State of Current Research
Brot-Goldberg, Zarek C.; Che, Catherine; Handel, Benjamin R. - National Bureau of Economic Research - 2022
Despite their importance to the supply of prescription drugs, there has been limited research on pharmacy benefit managers (PBMs) and their vertical relationships to insurers and drug manufacturers. This paper provides an overview of the current state of research on this topic, motivates why...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013191054
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Chancen und Risiken einer Multi-Channel-Vermarktung in zwei und dreistufigen Vertriebskanälen
Friedrich, Marcel-André - 2021
Die Digitalisierung von Vertriebskanälen hat zu einer Verschärfung des Wettbewerbs auch im B2B Sektor beigetragen. Anbieter technischer Anlagen setzen teilweise bis heute auf eine traditionelle Vertriebsarchitektur durch Werks- und Handelsvertreter. Mehrkanalvertriebs-Systeme die...
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The Value of Information in International Trade : Gains to Outsourcing Through Hong Kong
Feenstra, Robert C.; Hanson, Gordon H.; Lin, Songhua - 2021
In this paper, we estimate the benefits to countries that purchase goods from China of having access to intermediary services provided by Hong Kong. Traders in Hong Kong supply information on markets and producers in China, which provides welfare gains to foreign firms using these services....
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013221844
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Chancen und Risiken einer Multi‐Channel‐Vermarktung in zwei und dreistufigen Vertriebskanälen
Friedrich, Marcel‐André - 2021
Die Digitalisierung von Vertriebskanälen hat zu einer Verschärfung des Wettbewerbs auch im B2B Sektor beigetragen. Anbieter technischer Anlagen setzen teilweise bis heute auf eine traditionelle Vertriebsarchitektur durch Werks- und Handelsvertreter. Mehrkanalvertriebs-Systeme die...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012628883
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Exclusive Dealing and Common Agency in International Markets
Raff, Horst; Schmitt, Nicolas - 2021
This paper investigates the contractual choice between exclusive dealing and common agency in a simple international oligopoly model where products are sold through intermediaries. We find that when trade barriers are high domestic firms tend to adopt exclusive dealing contracts, whereas trade...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013319311
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Intermediation and steering : competition in prices and commissions
Teh, Tat-How; Wright, Julian - In: American economic journal 14 (2022) 2, pp. 281-321
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Wettbewerbsverbote im Handelsrecht : eine systematisierende Erörterung unter besonderer Berücksichtigung der gesetzlichen Wettbewerbsverbote gewerblicher Absatzmittler
Jakob, Gabriel - 2021
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Data-driven decision making across disciplines
Moozhipurath, Rahul Kalippurayil - 2021
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012618867
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Tax Evasion Through Trade Intermediation : Evidence from Chinese Exporters
Liu, Xuepeng - 2017
Many production firms use intermediary trading firms to export indirectly. This paper uses Chinese export data at the transaction level to investigate the tax evasion motive through indirect trade. The paper provides strong evidence that, under China's partial export value-added tax rebate...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012971906
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Tax Evasion through Trade Intermediation
Liu, Xuepeng; Shi, Huimin; Ferrantino, Michael Joseph - 2015
Many production firms use intermediary trading firms to export indirectly. This paper uses Chinese export data at the transaction level to investigate the tax evasion motive through indirect trade. The paper provides strong evidence that, under Chinas partial export value-added tax rebate...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012564530
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Transithandel : Geld- und Warenströme im globalen Kapitalismus
Haller, Lea - 2019 - Erste Auflage, Originalausgabe
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011928880
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Handbuch internationales Handelsvertreterrecht : Wettbewerbsvorteil auf ausländischen Märkten
Rödl & Partner - 2019 - 3. Auflage
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The role of sales representatives in cross-cultural business-to-business relationships
Gu, Flora Fang; Wang, Jeff Jianfeng; Wang, Danny T. - In: Industrial marketing management : the international … 78 (2019), pp. 227-238
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Gatekeeping in the evolving business of independent film distribution
Smits, Roderik - 2019 - 1st edition
This book is about the business of distribution, around which the international film business revolves. Considering sales agents and distributors as primary gatekeepers, the book examines the networks in which they operate, how they operate, how their practices have evolved, and the power and...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012104267
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Tax Evasion Through Trade Intermediation : Evidence from Chinese Exporters
Liu, Xuepeng - 2014
Many production firms use intermediary trading firms to export indirectly. This paper investigates the tax evasion motive through indirect trade, using Chinese export data at transaction level. We provide strong evidence that, under the partial export VAT rebate policy of China, production firms...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013047641
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The Impatient Salesperson and the Delegation of Pricing Authority
Lazear, Edward P. - 2014
Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012458136
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The Impatient Salesperson and the Delegation of Pricing Authority
Lazear, Edward P. - 2014
Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013046598
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VR-Branchen special
Bundesverband der Deutschen Volksbanken und Raiffeisenbanken - Wiesbaden : Dt. Genossenschafts-Verl. - 2010,Nov.-November 2018 ; damit Erscheinen eingestellt
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Chinese middlemen in Hong Kong's colonial economy, 1830-1890
Abe, Kaori - 2018
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011669710
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H&V-Journal : Wirtschaftsmagazin für Handelsvermittlung und Vertrieb ; offizielles Organ der Centralvereinigung Deutscher Wirtschaftsverbände für Handelsvermittlung und Vertrieb (CDH) e.V.
Centralvereinigung Deutscher Wirtschaftsverbände für … - Wiesbaden : Gabler, Springer Fachmedien Wiesbaden; … - 41.1989 - 57.2005; [58.]2006,1; 58.2006,2-69. Jahrgang, …
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10000486994
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Tax evasion through trade intermediation : evidence from Chinese exporters
Liu, Xuepeng; Shi, Huimin; Ferrantino, Michael Joseph - In: International review of economics & finance : IREF 42 (2016), pp. 518-535
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Droit des agents commerciaux
Vogel, Louis; Vogel, Joseph - 2016
L'ouvrage expose, dans une perspective comparative, l'ensemble des règles européennes et françaises applicables en la matière : agence commerciale et droit de la concurrence, harmonisation européenne, critères du contrat d'agence, fin du contrat
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Quantitative Evaluierung von Multi-Level Marketingsystemen
Mazzoni, Thomas - 2010
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205717
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Tax evasion through trade intermediation : evidence from Chinese exporters
Liu, Xuepeng; Shi, Huimin; Ferrantino, Michael Joseph - 2015
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10010513376
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Tax Evasion through Trade Intermediation : Evidence from Chinese Exporters
Liu, Xuepeng - 2015
Many production firms use intermediary trading firms to export indirectly. This paper uses Chinese export data at the transaction level to investigate the tax evasion motive through indirect trade. The paper provides strong evidence that, under China's partial export value-added tax rebate...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012246297
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Relationships between medical sales representatives and physicians : an exploratory study
Muynh, Magda; Low, David R.; Lee, Geoffrey; Spanjaard, … - University of Western Sydney; University of Western Sydney; … - 2008
The Australian pharmaceutical industry is an important and vibrant part of the National economy and has features that distinguish it from other industries such as advertising restrictions, government subsidies, stringent government and industry regulations and the decision maker not necessarily...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10009481930
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Fundamentals of selling : customers for life through service
Futrell, Charles M. - 2014 - Thirteenth edition
"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers....
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Information disclosure through agents : evidence from a field experiment
Allcott, Hunt; Sweeney, Richard J. - 2014
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From commercial travellers to sales representatives : the evolution of the sales profession in Britain, 1930s to 1960s
Rossfeld, Roman - In: Zeitschrift für Unternehmensgeschichte 59 (2014) 2, pp. 179-195
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Travelling salesmen as agents of modernity in France (18th to 20th centuries)
Bartolomei, Arnaud; Lemercier, Claire - In: Zeitschrift für Unternehmensgeschichte 59 (2014) 2, pp. 135-153
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The impatient salesperson and the delegation of pricing authority
Lazear, Edward P. - 2014
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Attitudes and beliefs regarding direct-to-consumer advertising of pharmaceutical drugs : an exploratory comparison of physicians and pharmaceutical sales representatives
Schulz, Steven A.; Broekemier, Gregory M.; Burkink, Tim J. - In: Health marketing quarterly 31 (2014) 3, pp. 279-291
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Determinants of pharmaceutical sales representative access limits to physicians
Chressanthis, George A.; Sfekas, Andrew; Khedkar, Pratap; … - In: Journal of medical marketing : device, diagnostic and … 14 (2014) 4, pp. 220-243
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"Kundschaft ist kein Erbgut" : Handelsreisende im Spiegel der modernen Ratgeberliteratur, 1880 bis 1960
Rossfeld, Roman - In: Zeitschrift für Unternehmensgeschichte 59 (2014) 2, pp. 154-178
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Handelsreisende - travelling salesmen - voyageurs de commerce : eine Einführung
Rossfeld, Roman - In: Zeitschrift für Unternehmensgeschichte 59 (2014) 2, pp. 129-134
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A Socio-Instrumental Pragmatism View for Strengthening Sales Representatives’ Productivity in B2B Face-to-Face Sales Interaction System
Spais, George S.; Vasileiou, Konstantinos Z. - 2013
This paper examined the possibility of an extension of Lind’s and Goldkuhl’s (2005) and Goldkhul (1998) conceptualization of business transaction (in terms of Business Action Theory, B.A.T.), in order to examine the value of a socioinstrumental pragmatism view of communication actions for...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014155027
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Rechtliche Grundlagen
Schulte, Karl-Werner; Kühling, Jürgen; Servatius, Wolfgang - Universität Regensburg / International Real Estate … - 2013 - 3. Auflage
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Relationship configurations in the apparel supply chain
Chen, Ivy S. N.; Fung, Patrick K. O. - In: The journal of business & industrial marketing 28 (2013) 4, pp. 303-316
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10009747480
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The sales lead black hole : on sales reps' follow-up of marketing leads
Sabnis, Gaurav; Chatterjee, Sharmila C.; Grewal, Rajdeep; … - In: Journal of marketing 77 (2013) 1, pp. 52-67
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The new new thing : the microconsignment model of social innovation
Smith, Brett R.; Van Kirk, Greg; Kayne, Joseph A. - 2013
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10009729441
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Vertriebsrecht : eine marketingorientierte Analyse im betrieblichen Anwendungszusammenhang
Zerres, Thomas; Zerres, Michael P. - 2013
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Economic effects of mobile technologies on operations of sales agents
Pichtchoulov, Grigori (contributor);  … - 2005
In the presented paper we introduce an approach to assess particular economic effects which may arise with bringing mobile technologies into the field of sales and distribution. The research problem posed here comprises quite a special case where sales operations of a company are carried by its...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10003088950
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Compare bancassurance sales with an insurer's own team in Taiwan
Fan, Chiang Ku - In: International Journal of Business Performance Management 13 (2012) 3/4, pp. 274-293
No research has yet focused on comparing the efficiency among different channels when selling insurance products. To fill this gap in the research, this study concentrates on bancassurance services provided through the creation of subsidiaries and compares the efficiency of this model with the...
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Linkage between perceived external prestige and emotional labor : mediation effect of organizational identification among pharmaceutical representatives in India
Mishra, Sushanta Kumar; Bhatnagar, Deepti; D'Cruz, Premilla - In: Journal of world business : JWB 47 (2012) 2, pp. 204-212
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Trust brokers : traveling grocery salesmen and confidence in nineteenth-century trade
Spellman, Susan V. - In: Enterprise & society : the international journal of … 13 (2012) 2, pp. 276-312
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The role of independent intermediaries : the case of small and medium-sized exporters
Koed Madsen, Tage; Moen, Øystein; Hammervold, Randi - In: International business review : the official journal of … 21 (2012) 4, pp. 535-546
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Les agents commerciaux en Europe : échec de l'harmonisation?
Vogel, Louis (ed.) - Université Panthéon-Assas - 2012
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011779930
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