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~person:"Babin, Barry J."
~person:"Wieseke, Jan"
~subject:"Salespeople"
~type_genre:"Article in journal"
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Salespeople
Beziehungsmarketing
30
Relationship marketing
30
Consumer behaviour
14
Konsumentenverhalten
14
Verkaufspersonal
13
Customer satisfaction
9
Kundenzufriedenheit
9
Dienstleistungsqualität
7
Emotion
7
Service quality
7
Selling
6
Verkauf
6
Deutschland
3
Employee retention
3
Erfolgsfaktor
3
Firm performance
3
Germany
3
Mitarbeiterbindung
3
Reisevermittler
3
Success factor
3
Travel agency
3
Unternehmenserfolg
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Arbeitszufriedenheit
2
Außendienst
2
B-to-B-Marketing
2
Bibliometrics
2
Bibliometrie
2
Business-to-business marketing
2
Customer integration
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Einzelhandel
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2
Job satisfaction
2
Kundenintegration
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13
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Article in journal
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13
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English
13
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Babin, Barry J.
Wieseke, Jan
Agnihotri, Raj
14
Itani, Omar S.
12
Schwepker, Charles H. <Jr.>
11
Chaker, Nawar N.
10
Alavi, Sascha
8
Rapp, Adam
8
Rodriguez, Michael
7
Schmitz, Christian
7
Singh, Ramendra
7
Zablah, Alex R.
7
Bush, Alan J.
6
Habel, Johannes
6
Moncrief, William C.
6
Terho, Harri
6
Good, Megan C.
5
Guenzi, Paolo
5
Hochstein, Bryan
5
Homburg, Christian
5
Jaramillo, Fernando
5
Lam, Son K.
5
Pullins, Ellen
5
Udayana, Ida Bagus Nyoman
5
Ahearne, Michael
4
Bolander, Willy
4
Brown, Tom
4
DeCarlo, Thomas E.
4
Friend, Scott B.
4
Haas, Alexander
4
Hughes, Douglas E.
4
Iyer, Rajesh
4
Johlke, Mark C.
4
Jones, Eli
4
Kalra, Ashish
4
Palmatier, Robert W.
4
Svensson, Göran
4
Tanner, John F.
4
Zang, Zhimei
4
Ardyan, Elia
3
Babakus, Emin
3
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Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Journal of marketing
1
Journal of personal selling & sales management : JPSSM
1
Journal of retailing
1
Journal of service research : JSR
1
Schmalenbach business review : sbr
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
13
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1
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:
2
Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes
Locander, David A.
;
Darrat, Mahmoud A.
;
Babin, Barry J.
- In:
Journal of business research : JBR
154
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10013468966
Saved in:
3
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:
4
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
5
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
6
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:
7
Empathy, nonverbal immediacy, and salesperson performance : the mediating role of adaptive selling behavior
Limbu, Yam B.
;
Jayachandran, Chinnappa Naidu
;
Babin, …
- In:
The journal of business & industrial marketing
31
(
2016
)
5
,
pp. 654-667
Persistent link: https://www.econbiz.de/10011564327
Saved in:
8
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
9
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
10
An empirical study on the impact of two types of goal orientation and salesperson perceived obsolescence on adaptive selling
Chai, Junwu
;
Zhao, Guangzhi
;
Babin, Barry J.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
2
,
pp. 261-273
Persistent link: https://www.econbiz.de/10009552525
Saved in:
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