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~isPartOf:"Academy of Management journal : AMJ"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Search: subject:"PERSONNEL"
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Salespeople
158
Verkaufspersonal
158
Selling
77
Verkauf
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Beziehungsmarketing
55
Relationship marketing
55
B-to-B-Marketing
52
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Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Panagopoulos, Nikolaos G.
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Johnson, Jeff S.
5
Nowlin, Edward L.
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Sharma, Arun
5
Terho, Harri
5
Bonney, Leff
4
Flaherty, Karen E.
4
Guenzi, Paolo
4
Hochstein, Bryan
4
Itani, Omar S.
4
Ulaga, Wolfgang
4
Anaza, Nwamaka A.
3
Bande, Belén
3
Beeler, Lisa L.
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Bush, Alan J.
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Colquitt, Jason A.
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Dingus, Rebecca
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Fernández-Ferrín, Pilar
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Friend, Scott B.
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Haas, Alexander
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Hochstein, Bryan W.
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Krush, Michael T.
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Moncrief, William C.
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Nijssen, E. J.
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Rodell, Jessica B.
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Syam, Niladri
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2
Bagozzi, Richard P.
2
Barclay, Donald W.
2
Barnes, Christopher M.
2
Beal, Daniel J.
2
Borgh, Michel van der
2
Cable, Daniel M.
2
Cardinali, Silvio
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Academy of Management journal : AMJ
Industrial marketing management : the international journal for industrial and high-tech firms
SpringerLink / Bücher
442
International journal of selection and assessment
216
Springer eBook Collection
175
Journal of business research : JBR
169
The journal of personal selling & sales management : JPSSM
154
Journal of business ethics : JOBE
141
The leadership quarterly : LQ ; an international journal of political, social and behavioral science
137
Journal of business and psychology
135
Leadership & organization development journal
134
The international journal of human resource management
133
Discussion paper series / IZA
124
Leadership
120
Journal of managerial psychology
115
Economics Papers from University Paris Dauphine
106
Journal of vocational behavior
106
Health care management review : HCM review
105
NBER working paper series
101
Journal of personnel psychology
93
Working paper / National Bureau of Economic Research, Inc.
87
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
81
IZA Discussion Papers
79
Harvard-Business-Manager : das Wissen der Besten
78
The journal of business & industrial marketing
77
International journal of hospitality management
76
Journal of personal selling & sales management
75
Harvard business review : HBR
73
Journal of health organization and management
71
NBER Working Paper
70
IZA Discussion Paper
67
Human resource management review
64
International journal of human resource management
63
Europäische Hochschulschriften / 5
61
Arbeitshefte Führungspsychologie
58
Human relations
58
Journal of the Academy of Marketing Science
58
Journal of leadership & organizational studies : JLOS; official journal of the Midwest Academy of Management
55
European journal of operational research : EJOR
54
Journal of management & organization : JMO
54
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ECONIS (ZBW)
215
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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
Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on performance growth trajectories
Silva, Juliano Domingues da
;
Plouffe, Christopher R.
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 418-439
Persistent link: https://www.econbiz.de/10014531399
Saved in:
4
Exploring the dark side of managerial upselling emphasis : exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Yeniaras, Volkan
;
Gölgeci, Ismail
;
Kaya, Ilker
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 238-252
Persistent link: https://www.econbiz.de/10014530424
Saved in:
5
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
Saved in:
6
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
7
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:
8
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:
9
A desire for success : exploring the roles of personal and job resources in determining the outcomes of salesperson social media use
Kalra, Ashish
;
Chaker, Nawar N.
;
Singh, Rakesh Kumar
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 202-214
Persistent link: https://www.econbiz.de/10014433586
Saved in:
10
Managing digitization of industrial incumbents through innovation-oriented leadership
Moschko, Lukas
;
Blazevic, Vera
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 232-242
Persistent link: https://www.econbiz.de/10014433588
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