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~person:"Habel, Johannes"
~person:"Rutherford, Brian N."
~type:"article"
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Salespeople
38
Verkaufspersonal
38
Selling
17
Verkauf
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Arbeitszufriedenheit
10
Job satisfaction
10
Beziehungsmarketing
9
Relationship marketing
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sales management
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Habel, Johannes
Rutherford, Brian N.
Agnihotri, Raj
35
Rapp, Adam
24
Ahearne, Michael
23
Bolander, Willy
22
Wieseke, Jan
22
Jaramillo, Fernando
21
Friend, Scott B.
20
Johnson, Jeff S.
20
Schwepker, Charles H. <Jr.>
20
Alavi, Sascha
19
Chaker, Nawar N.
19
Hughes, Douglas E.
18
Rangarajan, Deva
18
Itani, Omar S.
17
Plouffe, Christopher R.
17
Pullins, Ellen
17
Evans, Kenneth R.
16
Schmitz, Christian
16
Guenzi, Paolo
15
Hochstein, Bryan
14
Lam, Son K.
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bush, Alan J.
13
DeCarlo, Thomas E.
13
Hartmann, Nathaniel N.
13
Zablah, Alex R.
13
Dugan, Riley
12
Lee, Nick
12
Haas, Alexander
11
Homburg, Christian
11
Onyemah, Vincent
11
Singh, Ramendra
11
Bagozzi, Richard P.
10
Dubinsky, Alan J.
10
Flaherty, Karen E.
10
Gabler, Colin B.
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Journal of personal selling & sales management : JPSSM
7
Journal of business research : JBR
5
Journal of the Academy of Marketing Science
4
The journal of personal selling & sales management : JPSSM
4
Journal of marketing theory and practice
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of marketing
2
The journal of business & industrial marketing
2
AMS review : official publication of the Academy of Marketing Science
1
Bringing technology to market: trends, cases, solutions
1
California management review
1
Journal of air transport management
1
Journal of business-to-business marketing
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Journal of marketing channels : ... distribution systems, strategy, and management
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Marketing : ZFP ; journal of research and management
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Organizational behavior and human decision processes
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The journal of product innovation management : an international publication of the Product Development & Management Association
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ECONIS (ZBW)
38
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1
A theory of predictive sales analytics adoption
Habel, Johannes
;
Alavi, Sascha
;
Heinitz, Nicolas
- In:
AMS review : official publication of the Academy of …
13
(
2023
)
1/2
,
pp. 34-54
Persistent link: https://www.econbiz.de/10014327814
Saved in:
2
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:
3
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:
4
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:
5
Research on sales and ethics : mapping the past and charting the future
Hartmann, Nathaniel N.
;
Wieland, Heiko
;
Gustafson, Brandon
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 653-671
Persistent link: https://www.econbiz.de/10015047926
Saved in:
6
Neuroticism and the sales profession
Habel, Johannes
;
Kadić-Maglajlić, Selma
;
Hartmann, …
- In:
Organizational behavior and human decision processes
184
(
2024
),
pp. 1-19
Persistent link: https://www.econbiz.de/10015063173
Saved in:
7
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:
8
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:
9
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
10
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
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