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~person:"Ahearne, Michael"
~person:"Wieseke, Jan"
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Search: subject:"Sales"
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Salespeople
54
Verkaufspersonal
54
Selling
29
Verkauf
29
Beziehungsmarketing
20
Relationship marketing
20
Consumer behaviour
10
Konsumentenverhalten
10
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9
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9
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8
B-to-B-Marketing
8
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8
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English
73
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9
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Ahearne, Michael
Wieseke, Jan
Homburg, Christian
72
Keen, Michael
60
Bird, Richard M.
49
Cnossen, Sijbren
49
Agnihotri, Raj
47
Ainsworth, Richard Thompson
42
Albers, Sönke
40
Parsche, Rüdiger
40
Franses, Philip Hans
39
Pepels, Werner
39
Krafft, Manfred
37
Rapp, Adam
37
Schmitz, Christian
35
Marshall, Greg W.
34
Guenzi, Paolo
33
Binckebanck, Lars
32
Kind, Hans Jarle
32
Agrawal, David R.
31
Whalley, John
31
Jaramillo, Fernando
30
Verbeke, Willem J. M. I.
30
Friend, Scott B.
29
Johnson, Jeff S.
29
Lockwood, Ben
28
Rutherford, Brian N.
28
Alavi, Sascha
27
Bolander, Willy
27
Fox, William F.
27
Haas, Alexander
27
Rajagopal
27
Belz, Christian
26
Dubinsky, Alan J.
26
Hughes, Douglas E.
26
Kühnapfel, Jörg B.
26
Lee, Nick
26
Schwepker, Charles H. <Jr.>
26
Weber, Michael
26
Chaker, Nawar N.
25
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Journal of marketing
10
Journal of the Academy of Marketing Science
8
Journal of personal selling & sales management : JPSSM
5
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
Journal of marketing research : JMR
4
Journal of retailing
3
Journal of service research : JSR
3
Harvard business review : HBR
2
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of service research
2
Marketing : ZFP ; journal of research and management
2
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
2
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
2
The journal of personal selling & sales management : JPSSM
2
Dienstleistungscontrolling
1
Handbook of business-to-business marketing
1
Harvard-Business-Manager : das Wissen der Besten
1
Journal of international marketing
1
Journal of marketing research
1
Journal of marketing theory and practice
1
Management Science
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
Marketing Science Institute Working Paper Series Report
1
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
1
Professionelles Sales & Service Management : Vorsprung durch konsequente Kundenorientierung
1
Review of managerial science
1
Schmalenbach business review : sbr
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
Wirtschaftswissenschaftliches Studium : WiSt ; Zeitschrift für Studium und Forschung
1
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ECONIS (ZBW)
79
USB Cologne (EcoSocSci)
3
RePEc
1
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83
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date (oldest first)
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
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:
4
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:
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
Perspectives on international collaboration in
sales
research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
7
Development and analysis of a
sales
-based leading indicator for economic developments
Schmitz, Christian
;
Schneider, Janina-Vanessa
;
Guba, …
- In:
Marketing : ZFP ; journal of research and management
43
(
2021
)
1/2
,
pp. 54-66
Persistent link: https://www.econbiz.de/10012600963
Saved in:
8
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:
9
Onboarding salespeople : socialization approaches
Wiseman, Phillip
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of marketing
86
(
2022
)
6
,
pp. 13-31
Persistent link: https://www.econbiz.de/10013438821
Saved in:
10
The intersection of service and
sales
: the increased importance of ambidexterity
Rapp, Adam
;
Baker, Thomas L.
;
Hartmann, Nathaniel N.
; …
- In:
Journal of service research
23
(
2020
)
1
,
pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Saved in:
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