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isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Sales management"
~subject:"Sales"
~type:"article"
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Sales management
Sales
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
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4
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Leadership style
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Alavi, Sascha
2
Habel, Johannes
2
Plouffe, Christopher R.
2
Bolander, Willy
1
Boles, James Sanders
1
Bonney, Leff
1
Borgh, Michel van der
1
Brady, Michael
1
Böhm, Eva
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DeCarlo, Thomas E.
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Donthu, Naveen
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Goldsmith, Ronald E.
1
Good, Valerie
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Guenzi, Paolo
1
Hochstein, Bryan
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Hughes, Douglas E.
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Kassemeier, Roland
1
Kirca, Ahmet H.
1
Lam, Son K.
1
Mayberry, Robert
1
McGrath, Sean
1
Rajala, Risto
1
Salonen, Anna
1
Schepers, Jeroen
1
Schmitz, Christian
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Shankar, Venkatesh
1
Terho, Harri
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Vadakkepatt, Gautham
1
Varadarajan, Rajan
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Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
29
The journal of business & industrial marketing
21
Journal of business research : JBR
14
The journal of personal selling & sales management : JPSSM
5
European journal of marketing
4
Journal of business ethics : JOBE
4
Journal of business-to-business marketing
4
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
4
Journal of marketing education : JME
4
Journal of personal selling & sales management
4
Business horizons
3
European journal of marketing : EJM
3
Italian journal of marketing : ITJM
3
Journal of marketing analytics : JMA
3
Asian journal of management cases
2
Finance research letters
2
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
2
International journal of hospitality management
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of marketing
2
Journal of retailing
2
Journal of retailing and consumer services
2
Marketing letters : a journal of research in marketing
2
Quantitative marketing and economics : QME
2
AMS review : official publication of the Academy of Marketing Science
1
Advances in accounting : a research annual
1
Advances in developing human resources : ADHR
1
Analele Universităţii Dunărea de Jos Galaţi / 1
1
Asia Pacific journal of marketing and logistics
1
Australasian marketing journal
1
Benchmarking : an international journal ; BIJ
1
Business history
1
Central European business review : CEBR
1
Cogent economics & finance
1
Competitiveness review : an international business journal incorporating Journal of global competitiveness
1
Economics letters
1
EuroMed journal of management : EMJM
1
European financial and accounting journal : EFAJ
1
European research studies : an international multidisciplinary journal with topics in European integration
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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
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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