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~person:"Hartmann, Nathaniel N."
~person:"Homburg, Christian"
~person:"Schmitz, Christian"
~source:"econis"
~subject:"Verkaufspersonal"
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Verkaufspersonal
Beziehungsmarketing
126
Relationship marketing
126
Theorie
83
Theory
83
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77
Germany
77
Marketingmanagement
69
Marketing management
66
Lieferantenmanagement
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Supplier relationship management
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Salespeople
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Customer satisfaction
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Kundenzufriedenheit
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Marketing
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Physical distribution
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Erfolgsfaktor
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Success factor
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Consumer behaviour
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Konsumentenverhalten
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Hartmann, Nathaniel N.
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
Bolander, Willy
17
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
Tanner, John F.
11
Verbeke, Willem J. M. I.
11
Bagozzi, Richard P.
10
Mallin, Michael L.
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Journal of marketing
7
Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of the Academy of Marketing Science
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of personal selling & sales management
3
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
Journal of business research : JBR
2
Journal of service research
2
The journal of personal selling & sales management : JPSSM
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
Kompetenz in Wissenschaft & Management
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ECONIS (ZBW)
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1
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:
2
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:
3
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:
4
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:
5
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:
6
Managing the sales force through the unexpected exogenous COVID-19 crisis
Hartmann, Nathaniel N.
;
Lussier, Bruno
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 101-111
Persistent link: https://www.econbiz.de/10012285340
Saved in:
7
Achieving cross-selling effectiveness in business-to-business markets
Lee, You-Cheong
-
2017
deploying cross-selling as a customer
management
process. Because organizations often adopt a division-focused structure …
Persistent link: https://www.econbiz.de/10012025554
Saved in:
8
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
9
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
10
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
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