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person:"Steenburgh, Thomas J."
~person:"Alavi, Sascha"
~subject:"Compensation system"
~subject:"Leadership"
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Compensation system
Leadership
Salespeople
28
Verkaufspersonal
28
Selling
15
Verkauf
15
Beziehungsmarketing
9
Relationship marketing
9
Leistungsentgelt
7
Performance pay
7
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5
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5
Personal selling
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Incentives
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Anreiz
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Consumer behaviour
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Konsumentenverhalten
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Leistungsanreiz
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personal selling
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Internet marketing
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Luxury goods
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Online-Marketing
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Price negotiations
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Pricing strategy
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Retail trade
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Steenburgh, Thomas J.
Alavi, Sascha
Chung, Doug J.
7
Madhani, Pankaj M.
5
Johnston, Mark W.
4
Marshall, Greg W.
4
Habel, Johannes
3
Jaramillo, Fernando
3
Li, Jia
3
Misra, Sanjog
3
Nair, Harikesh
3
Narayandas, Das
3
Onyemah, Vincent
3
Prasad, Ashutosh
3
Rouziès, Dominique
3
Rubel, Olivier
3
Badrinarayanan, Vishag
2
Cheng, Qi
2
Cichelli, David J.
2
Colletti, Jerome A.
2
Coughlan, Anne T.
2
Daljord, Oystein
2
Fiss, Mary S.
2
Flaherty, Karen
2
Iacobucci, Dawn
2
John, George
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Kong, Xiangyin
2
Long, Xiaoyang
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Luu Trong Tuan
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Mallin, Michael L.
2
McGinn, Daniel
2
Narasimhan, Om
2
Nasiry, Javad
2
Pierce, Lamar
2
Pullins, Ellen
2
Roberge, Mark
2
Rouziou, Maria
2
Sahadev, Sunil
2
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2
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Journal of the Academy of Marketing Science
2
Journal of marketing
1
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
1
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ECONIS (ZBW)
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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
Variable compensation and salesperson health
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of marketing
85
(
2021
)
3
,
pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
Saved in:
3
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:
4
Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Chung, Doug J.
;
Steenburgh, Thomas J.
;
Sudhir, K.
- In:
Marketing science : the marketing journal of the …
33
(
2014
)
2
,
pp. 165-187
Persistent link: https://www.econbiz.de/10010358794
Saved in:
5
Essays in sales compensation and direct marketing
Steenburgh, Thomas J.
-
2004
Persistent link: https://www.econbiz.de/10003777155
Saved in:
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