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~person:"Friend, Scott B."
~person:"Wieseke, Jan"
~subject:"Salespeople"
~type_genre:"Article in journal"
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Salespeople
Beziehungsmarketing
29
Relationship marketing
29
Verkaufspersonal
14
Consumer behaviour
10
Konsumentenverhalten
10
Customer satisfaction
9
Kundenzufriedenheit
9
Selling
8
Verkauf
8
Lieferantenmanagement
7
Supplier relationship management
7
Dienstleistungsqualität
5
Service quality
5
B-to-B-Marketing
4
Business-to-business marketing
4
Customer integration
3
Customer value
3
Deutschland
3
Dienstleistungssektor
3
Germany
3
Kundenintegration
3
Kundenwert
3
Qualitative Methode
3
Qualitative method
3
Reisevermittler
3
Service industry
3
Travel agency
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Adaptive selling
2
Arbeitszufriedenheit
2
Betriebliche Wertschöpfung
2
Customer service
2
Dienstleistungsmarketing
2
Einzelhandel
2
Emotion
2
Employee retention
2
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14
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Article in journal
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14
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English
14
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Friend, Scott B.
Wieseke, Jan
Agnihotri, Raj
14
Itani, Omar S.
12
Schwepker, Charles H. <Jr.>
10
Chaker, Nawar N.
9
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
Guenzi, Paolo
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
Good, Megan C.
4
Haas, Alexander
4
Hochstein, Bryan
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
Babin, Barry J.
3
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Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
3
Journal of personal selling & sales management
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 retailing
1
Journal of service research : JSR
1
Schmalenbach business review : sbr
1
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ECONIS (ZBW)
14
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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
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:
3
Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships
Crosno, Jody
;
Dahlstrom, Robert
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 161-179
Persistent link: https://www.econbiz.de/10012313070
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
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
6
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
7
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:
8
The role of delight in driving repurchase intentions
Meyer, Tracy
;
Barnes, Donald C.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 61-71
Persistent link: https://www.econbiz.de/10011690136
Saved in:
9
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:
10
Contingent cross-selling and up-selling relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
Saved in:
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