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~person:"Homburg, Christian"
~person:"Schmitz, Christian"
~subject:"Verkauf"
~subject:"Verkaufspersonal"
~type:"article"
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Verkauf
Verkaufspersonal
Beziehungsmarketing
72
Relationship marketing
72
Theorie
39
Theory
39
Deutschland
25
Germany
25
Lieferantenmanagement
24
Marketing management
24
Marketingmanagement
24
Salespeople
24
Supplier relationship management
24
Consumer behaviour
23
Konsumentenverhalten
23
Business-to-business marketing
20
Customer satisfaction
20
Kundenzufriedenheit
20
Selling
20
B-to-B-Marketing
19
Erfolgsfaktor
17
Success factor
17
Physical distribution
14
Vertrieb
14
Marketing
13
Innovation
9
Brand management
8
Innovation management
8
Innovationsmanagement
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Markenführung
8
Market research
8
Marktforschung
8
Strategic management
8
Strategisches Management
8
business-to-business marketing
8
New product development
7
Produktentwicklung
7
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6
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6
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6
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28
German
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Homburg, Christian
Schmitz, Christian
Agnihotri, Raj
37
Wieseke, Jan
22
Jaramillo, Fernando
21
Pullins, Ellen
21
Rapp, Adam
21
Johnson, Jeff S.
20
Alavi, Sascha
19
Friend, Scott B.
19
Bolander, Willy
18
Lee, Nick
18
Panagopoulos, Nikolaos G.
18
Plouffe, Christopher R.
18
Rangarajan, Deva
18
Schwepker, Charles H. <Jr.>
18
Chaker, Nawar N.
17
Guenzi, Paolo
17
Itani, Omar S.
17
Ahearne, Michael
16
Habel, Johannes
16
Evans, Kenneth R.
15
Rutherford, Brian N.
15
Bush, Alan J.
14
DeCarlo, Thomas E.
14
Hughes, Douglas E.
14
Malshe, Avinash
14
Svensson, Göran
14
Haas, Alexander
13
Sharma, Arun
13
Terho, Harri
13
Dubinsky, Alan J.
12
Hochstein, Bryan
12
Lam, Son K.
12
Moncrief, William C.
12
Zablah, Alex R.
12
Zoltners, Andris A.
12
Dugan, Riley
11
Flaherty, Karen E.
11
Gabler, Colin B.
11
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Journal of marketing
8
Journal of the Academy of Marketing Science
6
Journal of personal selling & sales management
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
The journal of product innovation management : an international publication of the Product Development & Management Association
2
Customer Management : Vertriebs- und Servicekonzepte der Zukunft
1
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing research
1
Marketing : ZFP ; journal of research and management
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
29
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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 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:
7
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:
8
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:
9
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:
10
Development and analysis of a sales-based leading indicator for economic developments
Schmitz, Christian
;
Schneider, Janina-Vanessa
;
Guba, …
- In:
Marketing : ZFP ; journal of research and management
43
(
2021
)
1/2
,
pp. 54-66
Persistent link: https://www.econbiz.de/10012600963
Saved in:
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