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~person:"Wieseke, Jan"
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Search: subject:"Sales"
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Salespeople
22
Verkaufspersonal
22
Selling
13
Verkauf
13
Beziehungsmarketing
12
Relationship marketing
12
Consumer behaviour
7
Konsumentenverhalten
7
Vertrieb
6
Außendienst
5
Customer satisfaction
5
Deutschland
5
Field sales force
5
Germany
5
Kundenzufriedenheit
5
Dienstleistungsqualität
4
Employee retention
4
Mitarbeiterbindung
4
Physical distribution
4
Preismanagement
4
Pricing strategy
4
Service quality
4
USA
4
United States
4
B-to-B-Marketing
3
Business-to-business marketing
3
Customer service
3
Distribution channel
3
Erfolgsfaktor
3
Führungsstil
3
Kundenservice
3
Leadership style
3
Motivation
3
Reisevermittler
3
Sales
3
Sales performance
3
Success factor
3
Travel agency
3
Vertriebsweg
3
Brand management
2
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Article
34
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32
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32
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2
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English
30
German
8
Author
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Wieseke, Jan
Homburg, Christian
71
Keen, Michael
58
Ahearne, Michael
49
Bird, Richard M.
49
Cnossen, Sijbren
49
Agnihotri, Raj
45
Ainsworth, Richard Thompson
42
Parsche, Rüdiger
40
Franses, Philip Hans
39
Pepels, Werner
39
Albers, Sönke
38
Rapp, Adam
35
Schmitz, Christian
35
Krafft, Manfred
34
Kind, Hans Jarle
32
Marshall, Greg W.
32
Binckebanck, Lars
31
Whalley, John
31
Verbeke, Willem J. M. I.
30
Agrawal, David R.
29
Friend, Scott B.
29
Johnson, Jeff S.
28
Alavi, Sascha
27
Bolander, Willy
27
Fox, William F.
27
Jaramillo, Fernando
27
Rajagopal
27
Rutherford, Brian N.
27
Belz, Christian
26
Haas, Alexander
26
Hughes, Douglas E.
26
Kühnapfel, Jörg B.
26
Weber, Michael
26
Lee, Nick
25
Lockwood, Ben
25
Madhani, Pankaj M.
25
Schwepker, Charles H. <Jr.>
25
Due, John Fitzgerald
24
Genser, Bernd
24
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Published in...
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Journal of the Academy of Marketing Science
6
Journal of marketing
4
Journal of personal selling & sales management
3
Journal of retailing
3
Journal of service research : JSR
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Marketing : ZFP ; journal of research and management
2
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
2
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
2
Dienstleistungscontrolling
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
1
Professionelles Sales & Service Management : Vorsprung durch konsequente Kundenorientierung
1
Review of managerial science
1
Schmalenbach business review : sbr
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
Wirtschaftswissenschaftliches Studium : WiSt ; Zeitschrift für Studium und Forschung
1
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ECONIS (ZBW)
37
USB Cologne (EcoSocSci)
1
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1
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10
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38
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1
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:
2
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:
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
Perspectives on international collaboration in
sales
research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
5
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:
6
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
7
When do forecasts fail and when not? : contingencies affecting the accuracy of
sales
managers' forecast regarding the future business situation
Schneider, Janina-Vanessa
;
Alavi, Sascha
;
Guba, Jan Helge
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
Saved in:
8
When
sales
managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
9
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
10
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:
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