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~person:"Barclay, Donald W."
~person:"Lam, Son K."
~subject:"United States"
~subject:"Verkaufspersonal"
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United States
Verkaufspersonal
B-to-B-Marketing
5
Business-to-business marketing
5
Salespeople
4
Lieferantenmanagement
2
Supplier relationship management
2
Agency theory
1
Arbeitsintensität
1
Arbeitsleistung
1
Buyer advocacy
1
Cognition
1
Cognitive response theory
1
Decision under uncertainty
1
Entscheidung unter Unsicherheit
1
Financial services
1
Finanzdienstleistung
1
High technology
1
Hochtechnologie
1
Job performance
1
Kognition
1
Labour intensity
1
Negotiations
1
Organizational buying
1
Performance measurement
1
Performance-Messung
1
Preismanagement
1
Pricing strategy
1
Prinzipal-Agent-Theorie
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Relationship marketing
1
Risiko
1
Risk
1
Selling
1
Theorie
1
Theory
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USA
1
Verhandlungen
1
Verkauf
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agency theory
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business-to-business
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Barclay, Donald W.
Lam, Son K.
Svensson, Göran
10
Rodríguez, Rocío
9
Schmitz, Christian
9
Rangarajan, Deva
8
Agnihotri, Raj
6
Ahearne, Michael
6
Bush, Alan J.
6
Høgevold, Nils M.
6
Otero-Neira, Carmen
6
Schwepker, Charles H. <Jr.>
6
Sridhar, Shrihari
6
Adamson, Brent
5
Dixon, Matthew
5
Grewal, Rajdeep
5
Itani, Omar S.
5
Pullins, Ellen
5
Terho, Harri
5
Alavi, Sascha
4
Dingus, Rebecca
4
Good, Megan C.
4
Hughes, Douglas E.
4
Høgevold, Nils
4
Johnson, Jeff S.
4
Johnston, Wesley J.
4
Lilien, Gary L.
4
Martin, Jennifer S.
4
Moncrief, William C.
4
Rodriguez, Michael
4
Sharma, Arun
4
Shi, Huanhuan
4
Toman, Nicholas
4
Ulaga, Wolfgang
4
Badrinarayanan, Vishag
3
Bill, Fabian
3
Corsaro, Daniela
3
Echchakoui, Saïd
3
Friend, Scott B.
3
Habel, Johannes
3
Hohenschwert, Lena
3
Homburg, Christian
3
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Journal of marketing
2
Handbook of business-to-business marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
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ECONIS (ZBW)
4
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
Sales force performance : a typology and future research priorities
Ahearne, Michael
;
Lam, Son K.
- In:
Handbook of business-to-business marketing
,
(pp. 496-520)
.
2012
Persistent link: https://www.econbiz.de/10009500124
Saved in:
4
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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