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~person:"Dugan, Riley"
~person:"Habel, Johannes"
~person:"Rangarajan, Deva"
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Salespeople
36
Verkaufspersonal
36
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B-to-B-Marketing
10
Business-to-business marketing
10
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Dugan, Riley
Habel, Johannes
Rangarajan, Deva
Agnihotri, Raj
27
Bolander, Willy
19
Chaker, Nawar N.
18
Itani, Omar S.
17
Alavi, Sascha
14
Friend, Scott B.
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Hochstein, Bryan
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Rouziou, Maria
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9
Guenzi, Paolo
9
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9
Zablah, Alex R.
9
Good, Valerie
8
Jaramillo, Fernando
8
Lam, Son K.
8
Lussier, Bruno
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Wieseke, Jan
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Edmondson, Diane R.
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6
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Charoensukmongkol, Peerayuth
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Journal of personal selling & sales management
16
Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of business research : JBR
2
Journal of marketing
2
The journal of business & industrial marketing
2
The journal of personal selling & sales management : JPSSM
2
Business horizons
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California management review
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European journal of marketing
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ECONIS (ZBW)
36
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1
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
2
Sales technology research : a review and future research agenda
Agnihotri, Raj
;
Chaker, Nawar N.
;
Dugan, Riley
;
Galvan, …
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 307-335
Persistent link: https://www.econbiz.de/10014447833
Saved in:
3
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
4
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
5
Sales well-being : a salesperson-focused framework for individual, organizational, and societal well-being
Dugan, Riley
;
Ubal, Valentina Ortiz
;
Scott, Maura L.
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 65-83
Persistent link: https://www.econbiz.de/10014293066
Saved in:
6
Preparing for, withstanding, and learning from sales crises : implications and a future research agenda
Dugan, Riley
;
Chaker, Nawar N.
;
Nowlin, Edward
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 89-104
Persistent link: https://www.econbiz.de/10014293074
Saved in:
7
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:
8
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
9
"A little competition goes a long way" : substitutive effects of emotional intelligence and workplace competition on salesperson creative selling
Kalra, Ashish
;
Dugan, Riley
;
Agnihotri, Raj
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 399-413
Persistent link: https://www.econbiz.de/10013454579
Saved in:
10
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
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