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~person:"Wieseke, Jan"
~subject:"Deutschland"
~subject:"Verkaufspersonal"
~type_genre:"Article in journal"
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Deutschland
Verkaufspersonal
Beziehungsmarketing
20
Relationship marketing
20
Salespeople
10
Consumer behaviour
8
Customer satisfaction
8
Konsumentenverhalten
8
Kundenzufriedenheit
8
Selling
5
Verkauf
5
Dienstleistungsqualität
4
Service quality
4
Germany
3
Reisevermittler
3
Travel agency
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
B-to-B-Marketing
2
Business-to-business marketing
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Emotion
2
Employee retention
2
Erfolgsfaktor
2
Mitarbeiterbindung
2
Sales performance
2
Service industry
2
Services marketing
2
Success factor
2
customer loyalty
2
Activation theory
1
Adaptive selling
1
Arbeitszufriedenheit
1
Außendienst
1
Beschwerdemanagement
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Causality analysis
1
Chronic time pressure
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Article
13
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Article in journal
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13
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1
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1
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English
12
German
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Wieseke, Jan
Agnihotri, Raj
14
Homburg, Christian
12
Itani, Omar S.
12
Chaker, Nawar N.
11
Schwepker, Charles H. <Jr.>
11
Alavi, Sascha
8
Herrmann, Andreas
8
Huber, Frank
8
Rapp, Adam
8
Habel, Johannes
7
Rodriguez, Michael
7
Schmitz, Christian
7
Singh, Ramendra
7
Walsh, Gianfranco
7
Zablah, Alex R.
7
Bush, Alan J.
6
Moncrief, William C.
6
Terho, Harri
6
Good, Megan C.
5
Guenzi, Paolo
5
Haas, Alexander
5
Hochstein, Bryan
5
Jaramillo, Fernando
5
Lam, Son K.
5
Pullins, Ellen
5
Svensson, Göran
5
Udayana, Ida Bagus Nyoman
5
Ahearne, Michael
4
Bolander, Willy
4
Brown, Tom
4
DeCarlo, Thomas E.
4
Friend, Scott B.
4
Gerpott, Torsten J.
4
Hilbert, Andreas
4
Hughes, Douglas E.
4
Iyer, Rajesh
4
Johlke, Mark C.
4
Jones, Eli
4
Kalra, Ashish
4
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Published in...
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Journal of the Academy of Marketing Science
3
Journal of marketing
2
Journal of service research : JSR
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of personal selling & sales management : JPSSM
1
Journal of retailing
1
Schmalenbach business review : sbr
1
The journal of personal selling & sales management : JPSSM
1
Tourismus-Journal : Zeitschrift für tourismuswissenschaftliche Forschung und Praxis
1
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ECONIS (ZBW)
13
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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
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:
4
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 : JPSSM
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
5
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:
6
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:
7
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
8
On the role of empathy in customer-employee interactions
Wieseke, Jan
;
Geigenmüller, Anja
;
Kraus, Florian
- In:
Journal of service research : JSR
15
(
2012
)
3
,
pp. 316-331
Persistent link: https://www.econbiz.de/10009578288
Saved in:
9
Should firms encourage salespeople to promote house brands in customer interaction? : an empirical investigation of financial outcomes and customer response
Kraus, Florian
;
Rajab, Thomas
;
Wieseke, Jan
- In:
Schmalenbach business review : sbr
64
(
2012
)
4
,
pp. 331-363
Persistent link: https://www.econbiz.de/10009629763
Saved in:
10
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
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