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subject:"Verkaufspersonal"
~person:"Hughes, Douglas E."
~person:"Wieseke, Jan"
~subject:"Informationstechnik"
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Verkaufspersonal
Informationstechnik
Selling
24
Verkauf
24
Salespeople
21
Beziehungsmarketing
6
Relationship marketing
6
Personal selling
5
B-to-B-Marketing
4
Business-to-business marketing
4
Motivation
4
Sales performance
4
Dienstleistungssektor
3
Employee retention
3
Erfolgsfaktor
3
Führungsstil
3
Intrinsic motivation
3
Leadership style
3
Leistungsmotivation
3
Mitarbeiterbindung
3
Sales
3
Service industry
3
Success factor
3
Work motivation
3
Arbeitsgruppe
2
Außendienst
2
Competition
2
Consumer behaviour
2
Customer satisfaction
2
Field sales force
2
Forecast
2
Forecasting model
2
Key account management
2
Key-Account-Management
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leistungsanreiz
2
Lieferantenmanagement
2
Marketing
2
Organizational identification
2
Performance incentive
2
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14
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3
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Article
20
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1
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20
Aufsatz in Zeitschrift
20
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English
21
Author
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Hughes, Douglas E.
Wieseke, Jan
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
Schmitz, Christian
11
Bush, Alan J.
10
Friend, Scott B.
10
Guenzi, Paolo
10
Rangarajan, Deva
10
Lee, Nick
9
Marshall, Greg W.
9
Rapp, Adam
9
Bolander, Willy
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Moncrief, William C.
7
Peltier, James
7
Sharma, Arun
7
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Haas, Alexander
6
Hochstein, Bryan
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
Claro, Danny Pimentel
5
DeCarlo, Thomas E.
5
Dingus, Rebecca
5
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Published in...
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Journal of the Academy of Marketing Science
6
The journal of personal selling & sales management : JPSSM
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of personal selling & sales management
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of retailing
1
Journal of service research
1
Journal of service research : JSR
1
Marketing letters : a journal of research in marketing
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
21
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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
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
4
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
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
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
7
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:
8
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
9
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
10
When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.
;
Petersen, J. Andrew
;
Hughes, Douglas E.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
Saved in:
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