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subject:"Verkaufspersonal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Management science : journal of the Institute for Operations Research and the Management Sciences"
~subject:"Theory"
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Verkaufspersonal
Theory
Verkauf
134
Selling
133
Salespeople
81
B-to-B-Marketing
58
Business-to-business marketing
58
Beziehungsmarketing
39
Lieferantenmanagement
39
Relationship marketing
39
Supplier relationship management
39
Sales
20
Sales performance
19
Marketing management
15
Marketingmanagement
15
Social Web
13
Social web
13
Erfolgsfaktor
12
Success factor
12
Customer value
11
Kundenwert
11
Sales management
11
Absatz
9
Betriebliche Wertschöpfung
9
Consumer behaviour
9
Konsumentenverhalten
9
Marketing
9
Value creation
9
Value-based selling
9
Performance measurement
8
Performance-Messung
8
Internet marketing
7
Online-Marketing
7
Social media
7
Theorie
7
Adaptive selling
6
Innovation
6
Physical distribution
6
Vertrieb
6
Agency theory
5
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85
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86
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English
86
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Agnihotri, Raj
6
Plouffe, Christopher R.
5
Johnson, Jeff S.
4
Sharma, Arun
4
Terho, Harri
4
Ulaga, Wolfgang
4
Bonney, Leff
3
Bush, Alan J.
3
Dingus, Rebecca
3
Friend, Scott B.
3
Krush, Michael T.
3
Moncrief, William C.
3
Nowlin, Edward L.
3
Panagopoulos, Nikolaos G.
3
Rangarajan, Deva
3
Syam, Niladri
3
Cardinali, Silvio
2
Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Eggert, Andreas
2
Epler, Rhett T.
2
Flaherty, Karen E.
2
Gilliam, David A.
2
Guenzi, Paolo
2
Haas, Alexander
2
Hochstein, Bryan
2
Hochstein, Bryan W.
2
Hu, Michael Y.
2
Itani, Omar S.
2
La Rocca, Antonella
2
Leach, Mark P.
2
Peng, Norman
2
Ruyter, Ko de
2
Schmitt, Laurianne
2
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Aarikka-Stenroos, Leena
1
Anaza, Nwamaka A.
1
Ancillai, Chiara
1
Andreev, Pavel
1
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Industrial marketing management : the international journal for industrial and high-tech firms
Management science : journal of the Institute for Operations Research and the Management Sciences
The journal of personal selling & sales management : JPSSM
60
Journal of personal selling & sales management
47
Journal of business research : JBR
45
The journal of business & industrial marketing
36
Journal of the Academy of Marketing Science
21
Journal of marketing education : JME
17
Journal of marketing
15
Journal of business-to-business marketing
11
Journal of retailing and consumer services
10
European journal of marketing
9
SpringerLink / Bücher
9
Europäische Hochschulschriften / 5
8
Journal of business ethics : JOBE
8
The journal of real estate finance and economics
8
European journal of marketing : EJM
7
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
7
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
7
Asia Pacific journal of marketing and logistics
6
Discussion paper / Centre for Economic Policy Research
6
International journal of industrial organization
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
6
Journal of marketing research : JMR
6
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
6
Vision : the journal of business perspective
6
Bringing technology to market: trends, cases, solutions
5
Business horizons
5
European journal of operational research : EJOR
5
Gabler Edition Wissenschaft
5
Journal of retailing
5
Journal of service research
5
Marketing letters : a journal of research in marketing
5
Production and operations management : the flagship research journal of the Production and Operations Management Society
5
Springer eBook Collection / Business and Economics
5
The Oxford handbook of strategic sales and sales management
5
International economic review
4
International journal of production economics
4
Journal of economic theory
4
Quantitative marketing and economics : QME
4
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ECONIS (ZBW)
86
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1
Drivers of salespeople engagement : a justice perspective
Rajabi, Reza
;
Brashear-Alejandro, Thomas
;
Hashemi, Hossein
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 51-65
Persistent link: https://www.econbiz.de/10014456179
Saved in:
2
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Schroeder, Curtis S.
;
Hochstein, Bryan W.
;
Plouffe, …
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
3
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
4
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
5
You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Satornino, Cinthia B.
;
Pelser, Jan
;
Wetzels, Martin
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 258-276
Persistent link: https://www.econbiz.de/10014433589
Saved in:
6
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
7
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
8
The impact of performance measurement diversity on customer-oriented selling behavior
Kerr, Peter D.
;
Franco-Santos, Monica
- In:
Industrial marketing management : the international …
110
(
2023
),
pp. 56-67
Persistent link: https://www.econbiz.de/10014306694
Saved in:
9
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.
;
Hansen, John D.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
Saved in:
10
The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.
;
Malshe, Avinash
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
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