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isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Produktinformation"
~subject:"Sales management"
~subject:"Strategic management"
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Produktinformation
Sales management
Strategic management
Selling
28
Verkauf
28
Salespeople
21
Verkaufspersonal
21
B-to-B-Marketing
6
Beziehungsmarketing
6
Business-to-business marketing
6
Relationship marketing
6
Consumer behaviour
4
Führungsstil
4
Konsumentenverhalten
4
Leadership style
4
Personal selling
4
Sales
4
Salesperson performance
4
Strategisches Management
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3
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3
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3
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Ressourcenorientierter Ansatz
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Customer satisfaction
2
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2
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2
Intrinsic motivation
2
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2
Leadership
2
Leistungsmotivation
2
Marketing
2
Negotiations
2
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2
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2
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2
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12
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Plouffe, Christopher R.
2
Ahearne, Michael
1
Alavi, Sascha
1
Atefi, Yashar
1
Baldauf, Artur
1
Bolander, Willy
1
Boles, James Sanders
1
Bonney, Leff
1
Borgh, Michel van der
1
Brady, Michael
1
Böhm, Eva
1
Cron, William L.
1
DeCarlo, Thomas E.
1
Donthu, Naveen
1
Goldsmith, Ronald E.
1
Good, Valerie
1
Grossenbacher, Samuel
1
Habel, Johannes
1
Hayati, Babak
1
Hochstein, Bryan
1
Hughes, Douglas E.
1
Kassemeier, Roland
1
Kirca, Ahmet H.
1
Lam, Son K.
1
Leigh, Thomas W.
1
Liu, Jingwen
1
Mayberry, Robert
1
McGrath, Sean
1
Peng, Zou
1
Rajala, Risto
1
Salonen, Anna
1
Schepers, Jeroen
1
Schmitz, Christian
1
Shankar, Venkatesh
1
Terho, Harri
1
Vadakkepatt, Gautham
1
Varadarajan, Rajan
1
Virtanen, Ari
1
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Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
14
The journal of business & industrial marketing
14
Journal of business research : JBR
6
Journal of strategic marketing
6
Lebensmittel Praxis : LP.
6
European journal of marketing
3
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
The Oxford handbook of strategic sales and sales management
3
Strategic sales and strategic marketing
2
The journal of personal selling & sales management : JPSSM
2
AMS review : official publication of the Academy of Marketing Science
1
Asia Pacific journal of marketing and logistics
1
Asian journal of management cases
1
Australasian marketing journal
1
Benchmarking : an international journal ; BIJ
1
Business history
1
Business horizons
1
Business strategy series
1
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
1
Discussion paper / Centre for Economic Policy Research
1
EBL-Schweitzer
1
ERIM report series research in management
1
Edition Wissenschaft Apprimus
1
European Parliament - Note
1
European journal of marketing : EJM
1
Executing strategy for business results
1
Future of Business and Finance
1
Gabler research
1
Group & organization management : an international journal
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
High-tech industries, employment and global competitiveness
1
IIMB management review
1
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
Information systems research : ISR
1
International business review : the official journal of the European International Business Academy
1
International journal of retail & distribution management
1
International marketing review
1
Italian journal of marketing : ITJM
1
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ECONIS (ZBW)
12
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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
How nutrition information influences online food sales
Peng, Zou
;
Liu, Jingwen
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
6
,
pp. 1132-1150
Persistent link: https://www.econbiz.de/10012153448
Saved in:
7
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
8
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:
9
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:
10
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:
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