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source:"econis"
~subject:"Compensation system"
~subject:"Mitarbeiterbindung"
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Search: subject_exact:"Field sales force"
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Compensation system
Mitarbeiterbindung
Außendienst
242
Field sales force
202
Deutschland
55
Germany
49
Salespeople
44
Verkaufspersonal
44
Selling
39
Theorie
39
Theory
39
Verkauf
39
Beziehungsmarketing
33
Relationship marketing
33
B-to-B-Marketing
23
Business-to-business marketing
23
Pharmaceutical industry
20
Pharmaindustrie
20
Handelsvertretung
19
Trade intermediation
19
USA
18
United States
18
Vertrieb
15
Arbeitsleistung
12
Employee retention
12
Erfolgsfaktor
12
Job performance
12
Leistungsentgelt
12
Performance pay
12
Physical distribution
12
Sales information system
12
Success factor
12
Vertriebs-Informationssystem
12
Agency theory
11
Prinzipal-Agent-Theorie
11
Leistungsanreiz
10
Leistungsmotivation
10
Lieferantenmanagement
10
Marketing
10
Performance incentive
10
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3
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1
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Article
14
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7
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Article in journal
12
Aufsatz in Zeitschrift
12
Graue Literatur
3
Hochschulschrift
3
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3
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3
Arbeitspapier
2
Aufsatz im Buch
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14
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7
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Misra, Sanjog
3
Nair, Harikesh
3
Ahearne, Michael
2
Haumann, Till
2
Kraus, Florian
2
McLeod, Doug
2
Rust, John
2
Staelin, Richard
2
Wieseke, Jan
2
Ahmad, Maria
1
Albers, Sönke
1
Bolander, Willy
1
Bucksteeg, Thomas
1
Fu, Frank Q.
1
Gillespie, Erin Adamson
1
Hercher, Johannes
1
Hunter, Gary K.
1
Jones, Eli
1
Khan, Faheem Ahmad
1
Krafft, Manfred
1
Lam, Son K.
1
Li, Ning
1
Mulki, Jay P.
1
Murphy, William H.
1
Neeb, Melanie
1
Nippa, Michael
1
Noble, Stephanie M.
1
Panagopoulos, Nikolaos G.
1
Piezonka, Sascha
1
Riedel, Oliver
1
Röhle, Matthias
1
Saeed, Tahir
1
Torka, Nicole
1
Wienhold, Doreen
1
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Published in...
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Quantitative marketing and economics : QME
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of the Academy of Marketing Science
2
Freiberg working papers
1
International journal of pharmaceutical and healthcare marketing
1
Journal of marketing theory and practice
1
Journal of retailing
1
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel
1
Neue betriebswirtschaftliche Forschung : Nbf
1
Online-Forschung 2007 : Grundlagen und Fallstudien
1
Schriftenreihe Organisation & Personal
1
The international journal of human resource management
1
Vertriebs- und Kundenmanagement : Marketingmethoden im Einsatz
1
Zeitschrift für die gesamte Versicherungswissenschaft : Zeitschrift des Deutschen Vereins für Versicherungswissenschaft e.V.
1
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ECONIS (ZBW)
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1
A new perspective on behavior-based sales control system and salespersons' job outcomes : an outbound pharmaceutical sales perspective
Khan, Faheem Ahmad
;
Ahmad, Maria
;
Saeed, Tahir
- In:
International journal of pharmaceutical and healthcare …
17
(
2023
)
4
,
pp. 450-475
Persistent link: https://www.econbiz.de/10014461500
Saved in:
2
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
3
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
50
(
2015
),
pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Saved in:
4
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
5
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
6
A multi-nation study of sales manager effectiveness with global implications
Murphy, William H.
;
Li, Ning
- In:
Industrial marketing management : the international …
41
(
2012
)
7
,
pp. 1152-1163
Persistent link: https://www.econbiz.de/10009683354
Saved in:
7
A structural model of salesforce compensation dynamics : response to Profs. Rust and Staelin
Misra, Sanjog
;
Nair, Harikesh
- In:
Quantitative marketing and economics : QME
9
(
2011
)
3
,
pp. 267-273
Persistent link: https://www.econbiz.de/10009348709
Saved in:
8
Rust's and Staelin's comments on: "A structural model of sales force compensation dynamics: estimation and field implementation" by Sanjong Misra and Harikesh Nair
Rust, John
;
Staelin, Richard
- In:
Quantitative marketing and economics : QME
9
(
2011
)
3
,
pp. 259-265
Persistent link: https://www.econbiz.de/10009348717
Saved in:
9
A structural model of sales-force compensation dynamics : estimation and field implementation
Misra, Sanjog
;
Nair, Harikesh
- In:
Quantitative marketing and economics : QME
9
(
2011
)
3
,
pp. 211-257
Persistent link: https://www.econbiz.de/10009348719
Saved in:
10
Agency workers and organisation's commitment to its workers
Torka, Nicole
- In:
The international journal of human resource management
22
(
2011
)
7
,
pp. 1570-1585
Persistent link: https://www.econbiz.de/10009234708
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