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subject:"Konsumentenverhalten"
~person:"Gierl, Heribert"
~person:"Hochstein, Bryan"
~person:"Weisfeld-Spolter, Suri"
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Konsumentenverhalten
Salespeople
19
Verkaufspersonal
19
Consumer behaviour
9
Selling
8
Verkauf
8
Beziehungsmarketing
5
Relationship marketing
5
Sales
5
Customer service
3
Einzelhandel
3
Kundenservice
3
Retail trade
3
Adaptive selling
2
B-to-B-Marketing
2
Beschaffung
2
Business-to-business marketing
2
Customer satisfaction
2
Kundenzufriedenheit
2
Lieferantenmanagement
2
Procurement
2
Russia
2
Russland
2
Salesperson
2
Supplier relationship management
2
USA
2
United States
2
performance
2
Absatz
1
Adaptiveness
1
Anlageverhalten
1
Arbeitsgruppe
1
Arbeitszufriedenheit
1
Behavioral economics
1
Behavioural finance
1
Burnout
1
Business network
1
Buyer information sourcing
1
Buyer-seller relationship
1
Coaching
1
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Gierl, Heribert
Hochstein, Bryan
Weisfeld-Spolter, Suri
Wieseke, Jan
5
Dubinsky, Alan J.
4
Rippé, Cindy B.
4
Alavi, Sascha
3
Bagozzi, Richard P.
3
Beitelspacher, Lauren Skinner
3
Bush, Alan J.
3
Chaker, Nawar N.
3
DeCarlo, Thomas E.
3
Lam, Son K.
3
Moncrief, William C.
3
Muzumdar, Prathamesh
3
Pantano, Eleonora
3
Rangarajan, Deva
3
Rapp, Adam
3
Ahearne, Michael
2
Amenuvor, Fortune Edem
2
Apiradee Wongkitrungrueng
2
Babakus, Emin
2
Bauer, Hans H.
2
Beeler, Lisa
2
Beeler, Lisa L.
2
Boateng, Henry
2
Bolander, Willy
2
Dietvorst, Roeland C.
2
Duch-Brown, Néstor
2
Folse, Judith Anne Garretson
2
Grzybowski, Lukasz
2
Haas, Alexander
2
Habel, Johannes
2
Han, Jie Hui
2
Han, Wencui
2
Hartmann, Nathaniel N.
2
Homburg, Christian
2
Huang, Rui
2
Hughes, Douglas E.
2
Hur, Won-Moo
2
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Journal of retailing and consumer services
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
Marketing : journal of research and management
1
The journal of consumer marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
9
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1
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:
2
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
3
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:
4
"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
Holmes, Yvette M.
;
Beitelspacher, Lauren Skinner
; …
- In:
Journal of business research : JBR
78
(
2017
),
pp. 81-92
Persistent link: https://www.econbiz.de/10011736241
Saved in:
5
Not all adaptive selling to omni-consumers is influential : the moderating effect of product type
Yurova, Yuliya
;
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
; …
- In:
Journal of retailing and consumer services
34
(
2017
),
pp. 271-277
Persistent link: https://www.econbiz.de/10011629299
Saved in:
6
Guiding when the consumer is in control : the moderating effect of adaptive selling on the purchase intention of the multichannel consumer
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
;
Yurova, Yuliya
; …
- In:
The journal of consumer marketing
33
(
2016
)
6
,
pp. 469-478
Persistent link: https://www.econbiz.de/10011629363
Saved in:
7
Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
;
Dubinsky, Alan J.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 344-362
Persistent link: https://www.econbiz.de/10011629742
Saved in:
8
Can a positive mood counterbalance weak arguments in personal sales conversations?
Bambauer-Sachse, Silke
;
Gierl, Heribert
- In:
Journal of retailing and consumer services
16
(
2009
)
3
,
pp. 190-196
Persistent link: https://www.econbiz.de/10003852519
Saved in:
9
Effects of consumers' mood in a personal sales conversation
Gierl, Heribert
;
Bambauer, Silke
- In:
Marketing : journal of research and management
2
(
2006
)
1
,
pp. 30-42
Persistent link: https://www.econbiz.de/10003320809
Saved in:
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