//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~person:"Bolander, Willy"
~person:"Homburg, Christian"
~person:"Schmitz, Christian"
~source:"econis"
~subject:"Verkaufspersonal"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: knowledge OR management
Narrow search
Delete all filters
| 5 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Beziehungsmarketing
128
Relationship marketing
128
Theorie
82
Theory
82
Deutschland
77
Germany
77
Marketingmanagement
69
Marketing management
66
Lieferantenmanagement
47
Salespeople
47
Supplier relationship management
47
Vertrieb
43
Erfolgsfaktor
39
Success factor
38
Marketing
37
Physical distribution
37
Customer satisfaction
36
Kundenzufriedenheit
36
Selling
35
Verkauf
35
Consumer behaviour
34
Konsumentenverhalten
34
Strategisches Management
30
Business-to-business marketing
27
B-to-B-Marketing
26
Strategic management
22
Market research
19
Marketingtheorie
19
Marktforschung
19
Estimation
15
Schätzung
15
Preismanagement
14
Pricing strategy
14
Beschwerdemanagement
13
Complaint management
13
Firm performance
13
Management
13
Marketing theory
13
Unternehmenserfolg
13
more ...
less ...
Online availability
All
Undetermined
26
Free
3
Type of publication
All
Article
41
Book / Working Paper
6
Type of publication (narrower categories)
All
Article in journal
41
Aufsatz in Zeitschrift
41
Graue Literatur
4
Non-commercial literature
4
Arbeitspapier
3
Working Paper
3
Hochschulschrift
2
Thesis
1
more ...
less ...
Language
All
English
46
German
1
Author
All
Bolander, Willy
Homburg, Christian
Schmitz, Christian
Agnihotri, Raj
33
Ahearne, Michael
24
Jaramillo, Fernando
20
Wieseke, Jan
20
Rapp, Adam
19
Alavi, Sascha
18
Johnson, Jeff S.
18
Schwepker, Charles H. <Jr.>
18
Friend, Scott B.
17
Itani, Omar S.
17
Rangarajan, Deva
17
Guenzi, Paolo
16
Plouffe, Christopher R.
16
Chaker, Nawar N.
15
Habel, Johannes
15
Pullins, Ellen
15
Singh, Ramendra
15
Evans, Kenneth R.
14
Hughes, Douglas E.
14
Marshall, Greg W.
14
Panagopoulos, Nikolaos G.
14
Rutherford, Brian N.
14
Bush, Alan J.
13
Haas, Alexander
13
Lam, Son K.
13
Lee, Nick
13
Onyemah, Vincent
13
Zablah, Alex R.
13
DeCarlo, Thomas E.
12
Hochstein, Bryan
12
Dugan, Riley
11
Flaherty, Karen E.
11
Hartmann, Nathaniel N.
11
Tanner, John F.
11
Verbeke, Willem J. M. I.
11
Bagozzi, Richard P.
10
Mallin, Michael L.
10
more ...
less ...
Published in...
All
Journal of marketing
10
Journal of personal selling & sales management
8
Journal of the Academy of Marketing Science
7
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of business research : JBR
3
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
The journal of personal selling & sales management : JPSSM
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
The journal of product innovation management : an international publication of the Product Development & Management Association
2
European journal of marketing
1
Gabler Edition Wissenschaft
1
Journal of business ethics : JBE
1
Journal of retailing
1
Kompetenz in Wissenschaft & Management
1
more ...
less ...
Source
All
ECONIS (ZBW)
Showing
1
-
10
of
47
Sort
Relevance
Date (newest first)
Date (oldest first)
1
"Let's make a deal" : price outcomes and the interaction of customer persuasion
knowledge
and salesperson negotiation strategies
Holmes, Yvette M.
;
Beitelspacher, Lauren Skinner
; …
- In:
Journal of business research : JBR
78
(
2017
),
pp. 81-92
Persistent link: https://www.econbiz.de/10011736241
Saved in:
2
Implementing the marketing concept at the employee-customer interface : the role of customer need
knowledge
Homburg, Christian
;
Wieseke, Jan
;
Bornemann, Torsten
- In:
Journal of marketing
73
(
2009
)
4
,
pp. 64-81
Persistent link: https://www.econbiz.de/10003860862
Saved in:
3
Sales
management
, education, and scholarship across cultures : early findings from a global study and an agenda for future research
Dugan, Riley
;
Rangarajan, Deva
;
Davis, Lenita
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 198-212
Persistent link: https://www.econbiz.de/10012313077
Saved in:
4
Why study intraorganizational issues in selling and sales
management
?
Bolander, Willy
;
Richards, Keith A.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 169-171
Persistent link: https://www.econbiz.de/10011917823
Saved in:
5
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:
6
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
7
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
8
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
9
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
10
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
1
2
3
4
5
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->