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~person:"Ahearne, Michael"
~person:"Rutherford, Brian N."
~person:"Wieseke, Jan"
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Search: subject_exact:"Sales personnel"
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Subject
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Salespeople
74
Verkaufspersonal
74
Selling
28
Verkauf
28
Beziehungsmarketing
20
Relationship marketing
20
Arbeitszufriedenheit
11
Job satisfaction
11
B-to-B-Marketing
10
Business-to-business marketing
10
Customer satisfaction
8
Kundenzufriedenheit
8
Consumer behaviour
7
Employee retention
7
Erfolgsfaktor
7
Konsumentenverhalten
7
Mitarbeiterbindung
7
Success factor
7
Dienstleistungsqualität
6
Service quality
6
Anforderungsprofil
5
Betriebliche Wertschöpfung
5
Burnout
5
Führungsstil
5
Information technology
5
Informationstechnik
5
Leadership style
5
Occupational profile
5
Pharmaceutical industry
5
Pharmaindustrie
5
Value creation
5
Arbeitsleistung
4
Emotion
4
Job performance
4
Marketing management
4
Marketingmanagement
4
Performance measurement
4
Performance-Messung
4
Sales
4
USA
4
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25
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9
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Article
61
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13
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Article in journal
60
Aufsatz in Zeitschrift
60
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3
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3
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English
71
German
3
Author
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Ahearne, Michael
Rutherford, Brian N.
Wieseke, Jan
Agnihotri, Raj
35
Rapp, Adam
28
Bolander, Willy
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Chaker, Nawar N.
20
Friend, Scott B.
20
Johnson, Jeff S.
20
Schwepker, Charles H. <Jr.>
20
Rangarajan, Deva
19
Habel, Johannes
18
Guenzi, Paolo
17
Homburg, Christian
17
Itani, Omar S.
17
Marshall, Greg W.
17
Plouffe, Christopher R.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Lam, Son K.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Hartmann, Nathaniel N.
14
Hochstein, Bryan
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
DeCarlo, Thomas E.
13
Haas, Alexander
13
Lee, Nick
13
Madhani, Pankaj M.
13
Dugan, Riley
12
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Journal of marketing
7
Journal of the Academy of Marketing Science
7
Journal of personal selling & sales management : JPSSM
5
The journal of personal selling & sales management : JPSSM
5
Journal of business research : JBR
4
Journal of marketing research : JMR
4
Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of marketing theory and practice
3
Journal of retailing
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of service research
2
The journal of business & industrial marketing
2
Bringing technology to market: trends, cases, solutions
1
Handbook of business-to-business marketing
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
Journal of air transport management
1
Journal of business-to-business marketing
1
Journal of international marketing
1
Journal of marketing channels : ... distribution systems, strategy, and management
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 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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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
Enabling comparability of responses in international sales force surveys : evidence from a cross-national survey of salespeople and sales managers
Pourmasoudi, Mohsen
;
Wiseman, Phillip
;
Ahearne, Michael
; …
- In:
Journal of international marketing
32
(
2024
)
1
,
pp. 15-32
Persistent link: https://www.econbiz.de/10014631111
Saved in:
3
Stages of the international industrial sales process
Rutherford, Brian N.
;
Matthews, Ryan L.
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
Saved in:
4
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:
5
Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.
;
Rutherford, Brian N.
;
Wu, Gavin Jiayun
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
Saved in:
6
International industrial selling : demands, resources, and burnout
Matthews, Ryan L.
;
Rutherford, Brian N.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 321-334
Persistent link: https://www.econbiz.de/10013417387
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
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
9
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:
10
The negative effects of travel friction among road warrior salespeople
Ambrose, Scott C.
;
Waguespack, Blaise
;
Rutherford, Brian N.
- In:
Journal of air transport management
95
(
2021
),
pp. 1-9
Persistent link: https://www.econbiz.de/10013254600
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