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~person:"Ahearne, Michael"
~person:"Kraus, Florian"
~person:"Schwepker, Charles H. <Jr.>"
~person:"Wieseke, Jan"
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Search: subject_exact:"Vertriebsmitarbeiterinnen"
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Salespeople
74
Verkaufspersonal
74
Beziehungsmarketing
27
Relationship marketing
27
Selling
27
Verkauf
27
B-to-B-Marketing
14
Business-to-business marketing
14
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14
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14
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Ahearne, Michael
Kraus, Florian
Schwepker, Charles H. <Jr.>
Wieseke, Jan
Agnihotri, Raj
35
Rapp, Adam
27
Bolander, Willy
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Rutherford, Brian N.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Marshall, Greg W.
16
Plouffe, Christopher R.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Haas, Alexander
13
Hochstein, Bryan
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
Hartmann, Nathaniel N.
12
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The journal of personal selling & sales management : JPSSM
8
Journal of marketing
7
Journal of the Academy of Marketing Science
7
The journal of business & industrial marketing
5
Journal of marketing research : JMR
4
Journal of personal selling & sales management
4
Journal of retailing
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business ethics : JOBE
2
Journal of business-to-business marketing
2
Journal of service research
2
American journal of business : applying research to practice ; AJB
1
Handbook of business-to-business marketing
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
Journal of business research : JBR
1
Journal of marketing research
1
Journal of service research : JSR
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
1
The Oxford handbook of strategic sales and sales management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
74
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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
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:
4
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:
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
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:
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
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
Saved in:
9
Contemporary challenges in direct selling
Şahin, Ebru
-
2019
Persistent link: https://www.econbiz.de/10012109967
Saved in:
10
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
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