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~person:"Alavi, Sascha"
~person:"Gopalakrishna, Srinath"
~subject:"B-to-B-Marketing"
~subject:"Konsumentenverhalten"
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B-to-B-Marketing
Konsumentenverhalten
Selling
21
Verkauf
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Salespeople
16
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16
Beziehungsmarketing
8
Relationship marketing
8
Personal selling
5
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4
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personal selling
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sales management
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Alavi, Sascha
Gopalakrishna, Srinath
Svensson, Göran
12
Terho, Harri
9
Rangarajan, Deva
8
Rodríguez, Rocío
7
Schmitz, Christian
7
Adamson, Brent
6
Agnihotri, Raj
6
Høgevold, Nils M.
6
Keränen, Joona
6
Parvinen, Petri
6
Sharma, Arun
6
Habel, Johannes
5
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Paesbrugghe, Bert
5
Pullins, Ellen
5
Sridhar, Shrihari
5
Wieseke, Jan
5
Borgh, Michel van der
4
Bush, Alan J.
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Grewal, Rajdeep
4
Koponen, Jonna
4
Lippold, Dirk
4
Maggioni, Isabella
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Martin, Jennifer S.
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Rodriguez, Michael
4
Salonen, Anna
4
Andersson, Per
3
Dixon, Matthew
3
Echchakoui, Saïd
3
Geiger, Ingmar
3
Good, Megan C.
3
Heinrich, Stephan
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Journal of personal selling & sales management : JPSSM
2
Journal of the Academy of Marketing Science
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Journal of marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
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:
2
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
3
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:
4
Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion
Gopalakrishna, Srinath
;
Crecelius, Andrew T.
;
Patil, …
- In:
Journal of business research : JBR
149
(
2022
),
pp. 916-926
Persistent link: https://www.econbiz.de/10013325729
Saved in:
5
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
6
What does adaptive selling mean to salespeople? : an exploratory analysis of practitioners' responses to generic adaptive selling scales
Alavi, Sascha
;
Habel, Johannes
;
Linsenmayer, Kim Tina
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
3
,
pp. 254-263
Persistent link: https://www.econbiz.de/10012200884
Saved in:
7
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
8
Customer value impact of sales contests
Garrett, Jason
;
Gopalakrishna, Srinath
- In:
Journal of the Academy of Marketing Science
38
(
2010
)
6
,
pp. 775-786
Persistent link: https://www.econbiz.de/10008779085
Saved in:
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