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~person:"Bolander, Willy"
~person:"Parvinen, Petri"
~subject:"Lieferantenmanagement"
~subject:"Selling"
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Lieferantenmanagement
Selling
Verkauf
16
Salespeople
11
Verkaufspersonal
11
B-to-B-Marketing
6
Business-to-business marketing
6
Erfolgsfaktor
5
Success factor
5
Marketing management
4
Marketingmanagement
4
Supplier relationship management
4
Firm performance
3
Performance measurement
3
Performance-Messung
3
Sales
3
Sales management
3
Sales performance
3
Unternehmenserfolg
3
Absatz
2
Betriebliche Wertschöpfung
2
Business model
2
Consumer behaviour
2
Führungsstil
2
Geschäftsmodell
2
Innovation
2
Konsumentenverhalten
2
Leadership style
2
Mixed methods
2
Physical distribution
2
Value creation
2
Vertrieb
2
sales management
2
Adaptiveness
1
Analytical skills
1
Arbeitsleistung
1
Artificial intelligence
1
B2B services
1
Behavioral economics
1
Betriebsklima
1
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Collection of articles of several authors
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English
16
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Bolander, Willy
Parvinen, Petri
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Wieseke, Jan
14
Habel, Johannes
13
Lane, Nikala
13
Svensson, Göran
13
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rapp, Adam
12
Sharma, Arun
12
Terho, Harri
12
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Rangarajan, Deva
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Belz, Christian
9
Cron, William L.
9
Haas, Alexander
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Bulow, Jeremy
8
DeCarlo, Thomas E.
8
Jaramillo, Fernando
8
Klemperer, Paul
8
Kraus, Florian
8
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of business research : JBR
3
The journal of personal selling & sales management : JPSSM
3
Journal of marketing
2
Journal of personal selling & sales management
2
Journal of the Academy of Marketing Science
1
Management decision : MD
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
16
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1
Understanding the performance effects of "dark" salesperson traits : machiavellianism, narcissism, and psychopathy
Satornino, Cinthia B.
;
Allen, Alexis
;
Shi, Huanhuan
; …
- In:
Journal of marketing
87
(
2023
)
2
,
pp. 298-318
Persistent link: https://www.econbiz.de/10014245091
Saved in:
2
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:
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
Hiring for sales success : the emerging importance of salesperson analytical skills
Peesker, Karen M.
;
Kerr, Peter D.
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
144
(
2022
),
pp. 17-30
Persistent link: https://www.econbiz.de/10013184952
Saved in:
5
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
6
Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei
;
Hochstein, Bryan
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
117
(
2020
),
pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
Saved in:
7
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:
8
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:
9
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
10
Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri
;
Möller, K. E. Kristian
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
Saved in:
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