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source:"base"
~person:"Hochstein, Bryan"
~person:"Wieseke, Jan"
~source:"econis"
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Search: subject_exact:"Sales personnel"
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Salespeople
35
Verkaufspersonal
35
Selling
17
Verkauf
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Beziehungsmarketing
14
Relationship marketing
14
Consumer behaviour
9
Konsumentenverhalten
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B-to-B-Marketing
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Business-to-business marketing
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Erfolgsfaktor
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Hochstein, Bryan
Wieseke, Jan
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Bolander, Willy
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Rutherford, Brian N.
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Chaker, Nawar N.
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Marshall, Greg W.
16
Plouffe, Christopher R.
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Verbeke, Willem J. M. I.
16
Onyemah, Vincent
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Zablah, Alex R.
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Mallin, Michael L.
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Mulki, Jay P.
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Panagopoulos, Nikolaos G.
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Bagozzi, Richard P.
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Bush, Alan J.
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Haas, Alexander
13
Lee, Nick
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Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
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Hartmann, Nathaniel N.
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Journal of the Academy of Marketing Science
7
Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of personal selling & sales management
5
Journal of marketing
4
Journal of business research : JBR
3
Journal of retailing
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
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The journal of business & industrial marketing
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The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
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ECONIS (ZBW)
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1
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
4
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
Saved in:
5
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
6
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
7
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
8
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
9
Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Allen, Alexis M.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
Saved in:
10
Can't leave it at home? : the effects of personal stress on burnout and salesperson performance
Peasley, Michael C.
;
Hochstein, Bryan
;
Britton, Benjamin P.
- In:
Journal of business research : JBR
117
(
2020
),
pp. 58-70
Persistent link: https://www.econbiz.de/10012285294
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