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~person:"Ahearne, Michael"
~person:"Kraus, Florian"
~person:"Schmitz, Christian"
~person:"Schwepker, Charles H. <Jr.>"
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Search: subject_exact:"Vertriebsmitarbeiterinnen"
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Salespeople
75
Verkaufspersonal
75
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30
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27
Relationship marketing
27
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21
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Ahearne, Michael
Kraus, Florian
Schmitz, Christian
Schwepker, Charles H. <Jr.>
Agnihotri, Raj
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
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20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
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17
Singh, Ramendra
17
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Habel, Johannes
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Lam, Son K.
16
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15
Zablah, Alex R.
15
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14
Mulki, Jay P.
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13
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13
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13
Hochstein, Bryan
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
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12
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Journal of marketing
9
The journal of personal selling & sales management : JPSSM
8
Journal of personal selling & sales management
5
The journal of business & industrial marketing
5
Journal of marketing research : JMR
4
Journal of the Academy of Marketing Science
4
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3
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European journal of marketing
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Handbook of business-to-business marketing
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Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
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1
Journal of retailing
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Management science : journal of the Institute for Operations Research and the Management Sciences
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Schmalenbach business review : sbr
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Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
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The Oxford handbook of strategic sales and sales management
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ECONIS (ZBW)
75
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1
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
2
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:
3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
4
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
5
Improving business-to-business relationship quality through salespeople's grit and political skill
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 293-309
Persistent link: https://www.econbiz.de/10013417384
Saved in:
6
Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business research : JBR
139
(
2022
),
pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
Saved in:
7
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
8
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
9
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:
10
Salesperson grit : reducing unethical behavior and job stress
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
The journal of business & industrial marketing
37
(
2022
)
9
,
pp. 1887-1902
Persistent link: https://www.econbiz.de/10013401995
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