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source:"econis"
~subject:"Field sales force"
~subject:"Theory"
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Search: subject_exact:"Field sales force"
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Field sales force
Theory
Außendienst
244
Deutschland
55
Germany
49
Salespeople
45
Verkaufspersonal
45
Theorie
41
Selling
39
Verkauf
39
Beziehungsmarketing
34
Relationship marketing
34
B-to-B-Marketing
23
Business-to-business marketing
23
Handelsvertretung
20
Pharmaceutical industry
20
Pharmaindustrie
20
Trade intermediation
20
USA
18
United States
18
Vertrieb
15
Sales information system
13
Vertriebs-Informationssystem
13
Agency theory
12
Arbeitsleistung
12
Employee retention
12
Erfolgsfaktor
12
Job performance
12
Leistungsentgelt
12
Mitarbeiterbindung
12
Performance pay
12
Physical distribution
12
Prinzipal-Agent-Theorie
12
Success factor
12
Compensation system
11
Vergütungssystem
11
Leistungsanreiz
10
Leistungsmotivation
10
Lieferantenmanagement
10
Marketing
10
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Undetermined
29
Free
13
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Article
132
Book / Working Paper
79
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Article in journal
94
Aufsatz in Zeitschrift
94
Hochschulschrift
40
Aufsatz im Buch
37
Book section
37
Thesis
35
Graue Literatur
17
Non-commercial literature
17
Arbeitspapier
15
Working Paper
15
Bibliografie enthalten
9
Bibliography included
9
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9
Fallstudie
9
Ratgeber
9
Guidebook
5
Collection of articles of several authors
3
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3
Handbuch
3
Sammelwerk
3
Aufsatzsammlung
1
Biografie
1
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1
Conference paper
1
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1
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1
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Language
All
English
114
German
96
Italian
1
Author
All
Albers, Sönke
9
Krafft, Manfred
8
Ahearne, Michael
6
Wieseke, Jan
5
Fredebeul-Krein, Tobias
4
Haase, Knut
4
Lorimer, Sally E.
4
Sinha, Prabhakant
4
Zoltners, Andris A.
4
Bauer, Hans H.
3
Cravens, David W.
3
Hake, Sandra
3
Homburg, Christian
3
Jaramillo, Fernando
3
Jelinek, Ronald
3
Kraus, Florian
3
Lam, Son K.
3
Misra, Sanjog
3
Nair, Harikesh
3
Schmidt, Simone
3
Anderson, Erin
2
Behle, Christine
2
Bolander, Willy
2
Brown, Steven P.
2
Buob, Matthias
2
Darmon, René Y.
2
DeCarlo, Thomas E.
2
Echchakoui, Saïd
2
Eggert, Andreas
2
Evans, Kenneth R.
2
Garde, Ulrich
2
Hansen, John D.
2
Haumann, Till
2
Heidecke, Florian
2
Heinrich, Arne
2
Kovac, Mark
2
Ledingham, Dianne
2
Locke Simon, Heidi
2
Mariadoss, Babu John
2
McLeod, Doug
2
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AMACOM
1
INSEAD-Wharton Alliance Center for Global Research & Development
1
Springer Fachmedien Wiesbaden
1
Springer-Verlag GmbH
1
Verlag Dr. Kovač
1
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Industrial marketing management : the international journal for industrial and high-tech firms
11
The journal of personal selling & sales management : JPSSM
11
Journal of marketing theory and practice
7
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel
6
SpringerLink / Bücher
6
The Oxford handbook of strategic sales and sales management
6
Kundenmanagement & Electronic Commerce
5
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
4
Quantitative marketing and economics : QME
4
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
Vertriebs- und Kundenmanagement : Marketingmethoden im Einsatz
3
Bank-Praktiker : rechtssicher, revisionsfest, risikogerecht
2
Europäische Hochschulschriften / 5
2
Harvard-Business-Manager : das Wissen der Besten
2
Indian pharmaceutical industry : strategies and challenges in formulations marketing
2
International journal of pharmaceutical and healthcare marketing : IJPHM
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business economics : JBE
2
Journal of personal selling & sales management : JPSSM
2
Journal of retailing and consumer services
2
Journal of the Academy of Marketing Science
2
Les cahiers de recherche / HEC Paris
2
Modellgestützte Personalentscheidungen 9
2
OR-Spektrum : quantitative approaches in management
2
The international journal of human resource management
2
Versicherungswirtschaft : Magazin für Führungskräfte und Entscheider
2
Atlantic economic journal : AEJ
1
Basics
1
Betriebs- und Wirtschaftsinformatik
1
Betriebswirtschaftliche Anwendungen des Soft Computing : neuronale Netze, Fuzzy-Systeme und evolutionäre Algorithmen
1
Betriebswirtschaftliche Aspekte lose gekoppelter Systeme und Electronic Business
1
Business horizons
1
Compensation & benefits review
1
Corporate finance and governance
1
Customer relationship management and the social and semantic web : enabling cliens conexus
1
DUV : Wirtschaftswissenschaft
1
Das Franchise-System : Handbuch für Franchisegeber und Franchisenehmer
1
Die Bank
1
Die strukturelle Ertragsschwäche der Banken : Beiträge des Duisburger Banken-Symposiums
1
Digitale Fachbibliothek
1
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ECONIS (ZBW)
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1
L' ultimo miglio del marketing : rapporto sulle imprese di marketing operativo in Italia, Ottobre 2023
Ferraresi, Pier Marco
(
ed.
);
Stanchi, Alessandro
(
ed.
)
-
2023
Persistent link: https://www.econbiz.de/10014461432
Saved in:
2
Salespeople's psychological antecedents of sales force automation adoption and use in the industrial healthcare setting
Younes, Kohail
- In:
International journal of electronic marketing and …
15
(
2024
)
2
,
pp. 203-222
Persistent link: https://www.econbiz.de/10015063938
Saved in:
3
Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value
Tienken, Christoph
;
Classen, Moritz
;
Friedli, Thomas
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 794-833
Persistent link: https://www.econbiz.de/10014226013
Saved in:
4
The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard
;
Prybutok, Victor
;
Thompson, Kenneth N.
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
Saved in:
5
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:
6
Sales technology research : a review and future research agenda
Agnihotri, Raj
;
Chaker, Nawar N.
;
Dugan, Riley
;
Galvan, …
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
4
,
pp. 307-335
Persistent link: https://www.econbiz.de/10014447833
Saved in:
7
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
8
Planning profitable tours for field sales forces : a unified view on sales analytics and mathematical optimization
Meyer, Anne
;
Glock, Katharina
;
Radaschewski, Frank
- In:
Omega : the international journal of management science
105
(
2021
),
pp. 1-19
Persistent link: https://www.econbiz.de/10014519442
Saved in:
9
Building an effective sales force
Olariu, Ioana
- In:
Studies and scientific researches / Faculty of Economic …
(
2017
),
pp. 89-94
Persistent link: https://www.econbiz.de/10011810968
Saved in:
10
Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext
Fredebeul-Krein, Tobias
;
Krafft, Manfred
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 317-336)
.
2020
Persistent link: https://www.econbiz.de/10012254011
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