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~person:"Alavi, Sascha"
~person:"Gopalakrishna, Srinath"
~subject:"Konsumentenverhalten"
~subject:"Physical distribution"
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Konsumentenverhalten
Physical distribution
Selling
21
Verkauf
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8
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Alavi, Sascha
Gopalakrishna, Srinath
Cravens, David W.
4
DeCarlo, Thomas E.
4
Lippold, Dirk
4
Martin, Jennifer S.
4
Moncrief, William C.
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Paesbrugghe, Bert
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Amenuvor, Fortune Edem
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The journal of personal selling & sales management : JPSSM
2
Journal of business research : JBR
1
Journal of personal selling & sales management : JPSSM
1
Journal of the Academy of Marketing Science
1
MSI reports : working paper series
1
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ECONIS (ZBW)
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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:
2
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:
3
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:
4
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:
5
Introduction: Special Issue on enhancing sales force productivity
Mantrala, Murali K.
;
Albers, Sönke
;
Gopalakrishna, Srinath
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
2
,
pp. 109-113
Persistent link: https://www.econbiz.de/10003735683
Saved in:
6
Integrated marketing communications at the marketing-sales interface ; Report No. 06-102
Smith, Timothy M.
;
Gopalakrishna, Srinath
;
Chatterjee, …
- In:
MSI reports : working paper series
(
2006
)
1
,
pp. 45-68
Persistent link: https://www.econbiz.de/10003340369
Saved in:
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