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accessRights:"restricted"
~isPartOf:"Journal of business research : JBR"
~person:"Johnson, Jeff S."
~person:"Locander, David A."
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Salespeople
5
Verkaufspersonal
5
Selling
4
Verkauf
4
Adaptive selling
2
Arbeitszufriedenheit
2
B-to-B-Marketing
2
Beziehungsmarketing
2
Business-to-business marketing
2
Creative selling
2
Creativity
2
Job satisfaction
2
Kreativität
2
Relationship marketing
2
Arbeitsverhalten
1
Business-to-business sales
1
Buyer-seller relationships
1
Cognition
1
Cognitive empathy
1
Compensation system
1
Confidence
1
Customer orientation
1
Decision
1
Emotion
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Entscheidung
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Intuition
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Knowledge management
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Kognition
1
Lieferantenmanagement
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Multilevel modeling
1
Passive deviance
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Relational customer orientation
1
Role ambiguity
1
Sales force management
1
Salesperson performance
1
Selling orientation
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Sensemaking
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Sensemaking approach
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Sensemaking-Ansatz
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Supplier relationship management
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Johnson, Jeff S.
Locander, David A.
Bolander, Willy
4
Friend, Scott B.
4
Hochstein, Bryan
3
Kadic-Maglajlic, Selma
3
Micevski, Milena
3
Agnihotri, Raj
2
Anderson, Rolph E.
2
Arndt, Aaron D.
2
Chaker, Nawar N.
2
D'Alessandro, Steven
2
Edwards, John
2
Evans, Kenneth R.
2
Flaherty, Karen E.
2
Hartmann, Nathaniel N.
2
Itani, Omar S.
2
Lee, Nick
2
Miles, Morgan P.
2
Philp, Matthew
2
Trainor, Kevin J.
2
Agrawal, Arvind
1
Alavi, Sascha
1
Allison, Lee
1
Amin, Mohammad Sakif
1
Anaza, Nwamaka A.
1
Anderson, Sidney T.
1
Andreev, Pavel
1
Arslanagic-Kalajdzic, Maja
1
Assaf, A. Georges
1
Babin, Barry J.
1
Badrinarayanan, Vishag
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Bagozzi, Richard P.
1
Banerjee, Somnath
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Banerjee, Sourindra
1
Beatty, Sharon E.
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Beeler-Connelly, Lisa L.
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Beitelspacher, Lauren Skinner
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Belschak, Frank
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Benyoucef, Morad
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Journal of business research : JBR
Industrial marketing management : the international journal for industrial and high-tech firms
5
The journal of personal selling & sales management : JPSSM
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing theory and practice
1
Journal of service research
1
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ECONIS (ZBW)
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1
Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes
Locander, David A.
;
Darrat, Mahmoud A.
;
Babin, Barry J.
- In:
Journal of business research : JBR
154
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10013468966
Saved in:
2
How salesperson traits and intuitive judgments influence adaptive selling : a sensemaking perspective
Locander, David A.
;
Locander, Jennifer A.
;
Weinberg, …
- In:
Journal of business research : JBR
118
(
2020
),
pp. 452-462
Persistent link: https://www.econbiz.de/10012288626
Saved in:
3
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
4
Dimensions and contingent effects of variable compensation system changes
Johnson, Jeff S.
;
Friend, Scott B.
;
Agrawal, Arvind
- In:
Journal of business research : JBR
69
(
2016
)
8
,
pp. 2923-2930
Persistent link: https://www.econbiz.de/10011507823
Saved in:
5
Linking thinking styles to sales performance : the importance of creativity and subjective knowledge
Goza, Mark D.
;
Locander, David A.
;
Howlett, Charles H.
- In:
Journal of business research : JBR
69
(
2016
)
10
,
pp. 4185-4193
Persistent link: https://www.econbiz.de/10011553953
Saved in:
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