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subject:"Verkaufspersonal"
~person:"Malshe, Avinash"
~person:"Sharma, Arun"
~subject:"Selling"
~subject:"Success factor"
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Verkaufspersonal
Selling
Success factor
Verkauf
21
Salespeople
10
Marketing
8
USA
6
United States
6
B-to-B-Marketing
5
Business-to-business marketing
5
Beschaffung
3
Consumer behaviour
3
Konsumentenverhalten
3
Lieferantenmanagement
3
Perception
3
Procurement
3
Supplier relationship management
3
Wahrnehmung
3
Beziehungsmarketing
2
Interface management
2
Organisatorischer Wandel
2
Organizational change
2
Relationship marketing
2
Schnittstellenmanagement
2
qualitative
2
Adaptive sales force
1
Artificial intelligence
1
Attitude toward change
1
B2B sales
1
Bibliometrics
1
Bibliometrie
1
Bundling strategy
1
Business process management
1
Buyer-seller relationship
1
COVID-19 pandemic
1
Change
1
China
1
Conceptual
1
Coronavirus
1
Cross-functional interaction
1
Customer value
1
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Language
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English
21
Author
All
Malshe, Avinash
Sharma, Arun
Marshall, Greg W.
21
Agnihotri, Raj
20
Ahearne, Michael
19
Alavi, Sascha
16
Habel, Johannes
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Guenzi, Paolo
13
Lane, Nikala
13
Rapp, Adam
13
Schiffman, Stephan
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rangarajan, Deva
12
Terho, Harri
12
Bush, Alan J.
11
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Plouffe, Christopher R.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Ingram, Thomas N.
10
Tanner, John F.
10
Belz, Christian
9
Bolander, Willy
9
Cron, William L.
9
Futrell, Charles M.
9
Haas, Alexander
9
Jaramillo, Fernando
9
Lorimer, Sally E.
9
Sinha, Prabhakant
9
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
7
The journal of personal selling & sales management : JPSSM
6
Bringing technology to market: trends, cases, solutions
1
Business horizons
1
International journal of market research
1
Journal of business research : JBR
1
Journal of personal selling & sales management : JPSSM
1
Journal of strategic marketing
1
Selling and sales force management collection
1
Strategic sales and strategic marketing
1
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ECONIS (ZBW)
21
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1
A template for conducting qualitative sales research in the Middle East
Malshe, Avinash
;
Khatib, Jamal A. al-
- In:
International journal of market research
65
(
2023
)
1
,
pp. 29-51
Persistent link: https://www.econbiz.de/10014233812
Saved in:
2
Examining the research on social media in business-to-business marketing with a focus on sales and the selling process
Kumar, Bipul
;
Sharma, Arun
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 122-140
Persistent link: https://www.econbiz.de/10013259033
Saved in:
3
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
Saved in:
4
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
5
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
6
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 : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
7
Aligning sales and operations management : an agenda for inquiry
Rangarajan, Devarajan
;
Sharma, Arun
;
Paesbrugghe, Bert
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 220-240
Persistent link: https://www.econbiz.de/10011917844
Saved in:
8
Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert
;
Sharma, Arun
;
Rangarajan, Deva
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
Saved in:
9
Special issue on sales and customer development
Sharma, Arun
(
ed.
);
Syam, Niladri
(
ed.
)
-
2018
Persistent link: https://www.econbiz.de/10011822256
Saved in:
10
Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri
;
Sharma, Arun
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
Saved in:
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