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~person:"Moncrief, William C."
~person:"Wieseke, Jan"
~subject:"Salespeople"
~type_genre:"Article in journal"
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Salespeople
Beziehungsmarketing
26
Relationship marketing
26
Verkaufspersonal
16
Consumer behaviour
11
Konsumentenverhalten
11
Selling
10
Verkauf
10
Customer satisfaction
8
Kundenzufriedenheit
8
Dienstleistungsqualität
5
Service quality
5
B-to-B-Marketing
4
Business-to-business marketing
4
Sales performance
4
Deutschland
3
Germany
3
Lieferantenmanagement
3
Personal selling
3
Reisevermittler
3
Supplier relationship management
3
Travel agency
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Arbeitsverhalten
2
Customer integration
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Emotion
2
Employee retention
2
Erfolgsfaktor
2
Kundenintegration
2
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Services marketing
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Article in journal
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16
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English
16
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Moncrief, William C.
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
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
Friend, Scott B.
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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Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
3
Business horizons
1
Journal of marketing
1
Journal of personal selling & sales management
1
Journal of retailing
1
Journal of service research : JSR
1
Schmalenbach business review : sbr
1
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ECONIS (ZBW)
16
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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
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
3
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:
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
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
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
Improving professional selling effectiveness through the alignment of buyer and seller exchange approaches
Autry, Chad W.
;
Williams, Michael R.
;
Moncrief, William C.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 165-184
Persistent link: https://www.econbiz.de/10009745302
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
Social media and related technology : drivers of change in managing the contemporary sales force
Moncrief, William C.
;
Marshall, Greg W.
;
Rudd, John M.
- In:
Business horizons
58
(
2015
)
1
,
pp. 45-55
Persistent link: https://www.econbiz.de/10010476151
Saved in:
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