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isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Business-to-business marketing"
~subject:"Sales management"
~subject:"Sales"
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Business-to-business marketing
Sales management
Sales
Selling
28
Verkauf
28
Salespeople
21
Verkaufspersonal
21
B-to-B-Marketing
6
Beziehungsmarketing
6
Relationship marketing
6
Consumer behaviour
4
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Konsumentenverhalten
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Leadership style
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Alavi, Sascha
2
Habel, Johannes
2
Plouffe, Christopher R.
2
Wieseke, Jan
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1
Baldauf, Artur
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Bolander, Willy
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Boles, James Sanders
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Bonney, Leff
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Borgh, Michel van der
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Brady, Michael
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Böhm, Eva
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Cron, William L.
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DeCarlo, Thomas E.
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Donthu, Naveen
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Goldsmith, Ronald E.
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Good, Valerie
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Grossenbacher, Samuel
1
Guenzi, Paolo
1
Haumann, Till
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Hochstein, Bryan
1
Hughes, Douglas E.
1
Kassemeier, Roland
1
Kirca, Ahmet H.
1
Kraus, Florian
1
Lam, Son K.
1
Leigh, Thomas W.
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Mayberry, Robert
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Rajala, Risto
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Salonen, Anna
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Shankar, Venkatesh
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Terho, Harri
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Vadakkepatt, Gautham
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Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
70
The journal of business & industrial marketing
32
Journal of business research : JBR
25
Journal of personal selling & sales management
14
Journal of business-to-business marketing
12
The journal of personal selling & sales management : JPSSM
11
Journal of marketing
8
Business horizons
5
European journal of marketing
5
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
5
SpringerLink / Bücher
5
Harvard business review : HBR
4
Italian journal of marketing : ITJM
4
Journal of business ethics : JOBE
4
Journal of marketing education : JME
4
Journal of retailing and consumer services
4
Asia Pacific journal of marketing and logistics
3
European journal of marketing : EJM
3
Journal of marketing analytics : JMA
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
Springer eBook Collection
3
essentials
3
Asian journal of management cases
2
Business Guides on the Go
2
Discussion papers / CEPR
2
European business review
2
European research on management and business economics
2
Finance research letters
2
Harvard-Business-Manager : das Wissen der Besten
2
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
2
International business review : the official journal of the European International Business Academy
2
International journal of hospitality management
2
International journal of logistics : research and applications
2
Journal of research in marketing and entrepreneurship : JRME
2
Journal of retailing
2
Journal of strategic marketing
2
Main Economic Indicators
2
Management decision : MD
2
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ECONIS (ZBW)
12
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date (oldest first)
1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
3
Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham
;
Shankar, Venkatesh
;
Varadarajan, Rajan
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
Saved in:
4
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
5
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
6
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
7
Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der
;
Schepers, Jeroen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
Saved in:
8
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Mayberry, Robert
;
Boles, James Sanders
;
Donthu, Naveen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 879-894
Persistent link: https://www.econbiz.de/10011924781
Saved in:
9
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
10
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
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