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~person:"Avery, Derek R."
~person:"Plouffe, Christopher R."
~subject:"Sales"
~subject:"United States"
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Sales
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Salespeople
18
Verkaufspersonal
18
Selling
8
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8
USA
5
Erfolgsfaktor
4
Firm performance
4
Success factor
4
Unternehmenserfolg
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Betriebsklima
3
Work climate
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performance
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B-to-B-Marketing
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Beziehungsmarketing
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Business-to-business marketing
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Confidence
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Consumer behaviour
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Entscheidung
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Job performance
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Sales management
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Sales performance
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influence
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sales
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Avery, Derek R.
Plouffe, Christopher R.
Malshe, Avinash
6
Agnihotri, Raj
5
Hochstein, Bryan
5
Johnson, Jeff S.
5
Lee, Nick
5
Mallin, Michael L.
5
Matthews, Lucy M.
5
Pullins, Ellen
5
Arndt, Aaron D.
4
Artis, Andrew B.
4
Bonney, Leff
4
Edmondson, Diane R.
4
Evans, Kenneth R.
4
Friend, Scott B.
4
Guenzi, Paolo
4
Martin, Jennifer S.
4
Rutherford, Brian N.
4
Vieira, Valter Afonso
4
Ahearne, Michael
3
Alavi, Sascha
3
Chaker, Nawar N.
3
Cummins, Shannon
3
Deeter-Schmelz, Dawn R.
3
Dingus, Rebecca
3
Flaherty, Karen E.
3
Fleming, David E.
3
Futrell, Charles M.
3
Habel, Johannes
3
Harris, Eric G.
3
Hughes, Douglas E.
3
Karande, Kiran
3
Lam, Son K.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Ridnour, Rick E.
3
Rodriguez, Michael
3
Schwepker, Charles H. <Jr.>
3
Shepherd, C. David
3
Syam, Niladri
3
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of the Academy of Marketing Science
2
Journal of business ethics : JOBE
1
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
2
Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel
;
Plouffe, Christopher R.
;
Kohsuwan, …
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 31-46
Persistent link: https://www.econbiz.de/10012285128
Saved in:
3
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
4
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
5
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
6
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
7
Testing an enhanced, process-based view of the sales process
Plouffe, Christopher R.
;
Nelson, Yvette Holmes
;
Beuk, …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 141-164
Persistent link: https://www.econbiz.de/10009745303
Saved in:
8
Demography and disappearing merchandise : how older workforces influence retail shrinkage
Avery, Derek R.
;
McKay, Patrick F.
;
Hunter, Emily M.
- In:
Journal of organizational behavior : OB ; the internat. …
33
(
2012
)
1
,
pp. 105-120
Persistent link: https://www.econbiz.de/10009492341
Saved in:
9
You support diversity, but are you ethical? : examining the interactive effects of diversity and ethical climate perceptions on turnover intentions
Stewart, Robert
;
Volpone, Sabrina D.
;
Avery, Derek R.
; …
- In:
Journal of business ethics : JOBE
100
(
2011
)
4
,
pp. 581-593
Persistent link: https://www.econbiz.de/10009243240
Saved in:
10
Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.
;
Sridharan, Srinivas
;
Barclay, …
- In:
Industrial marketing management : the international …
39
(
2010
)
4
,
pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
Saved in:
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