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~person:"Bagozzi, Richard P."
~person:"Hochstein, Bryan"
~person:"Rutherford, Brian N."
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Search: subject_exact:"Verkaufspersonal"
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Salespeople
46
Verkaufspersonal
46
Arbeitszufriedenheit
12
Job satisfaction
12
Beziehungsmarketing
9
Relationship marketing
9
Selling
9
Verkauf
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Bagozzi, Richard P.
Hochstein, Bryan
Rutherford, Brian N.
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Marshall, Greg W.
16
Plouffe, Christopher R.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bush, Alan J.
13
Haas, Alexander
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
Hartmann, Nathaniel N.
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Erasmus Research Institute of Management
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Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of business research : JBR
8
Journal of personal selling & sales management
5
Journal of marketing theory and practice
3
The journal of business & industrial marketing
3
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ERIM report series research in management
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ECONIS (ZBW)
46
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1
Stages of the international industrial sales process
Rutherford, Brian N.
;
Matthews, Ryan L.
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
Saved in:
2
Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.
;
Rutherford, Brian N.
;
Wu, Gavin Jiayun
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
Saved in:
3
The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
4
International industrial selling : demands, resources, and burnout
Matthews, Ryan L.
;
Rutherford, Brian N.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 321-334
Persistent link: https://www.econbiz.de/10013417387
Saved in:
5
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
6
The impact of skill discretion and work demands on salesperson job satisfaction : the mediating influence of the burnout facets
Matthews, Lucy M.
;
Rutherford, Brian N.
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 17-27
Persistent link: https://www.econbiz.de/10012483626
Saved in:
7
The negative effects of travel friction among road warrior salespeople
Ambrose, Scott C.
;
Waguespack, Blaise
;
Rutherford, Brian N.
- In:
Journal of air transport management
95
(
2021
),
pp. 1-9
Persistent link: https://www.econbiz.de/10013254600
Saved in:
8
Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Allen, Alexis M.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
Saved in:
9
Can't leave it at home? : the effects of personal stress on burnout and salesperson performance
Peasley, Michael C.
;
Hochstein, Bryan
;
Britton, Benjamin P.
- In:
Journal of business research : JBR
117
(
2020
),
pp. 58-70
Persistent link: https://www.econbiz.de/10012285294
Saved in:
10
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
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