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Journal of personal selling & sales management : JPSSM
172
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All
ECONIS (ZBW)
172
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1
Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations
Hartmann, Stefan
;
Homburg, Christian
;
Ruhnau, …
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
2
,
pp. 102-121
Persistent link: https://www.econbiz.de/10015519647
Saved in:
2
Gamification in virtual sales training : evidence from a field experiment
Frieß, Maximilian
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
3
,
pp. 224-237
Persistent link: https://www.econbiz.de/10015519691
Saved in:
3
Personal selling and sales management abstracts
Mangus, Stephanie M.
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 196-208
Persistent link: https://www.econbiz.de/10014575091
Saved in:
4
Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen
;
Jaspert, David
;
Ahlfeld, Christian
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
1
,
pp. 7-28
Persistent link: https://www.econbiz.de/10014515160
Saved in:
5
Linking sales force integration into NPD to salesperson retention : toward a systematic framework
Prigge, Jana-Kristin
;
Schwehm, Kevin
;
Sieberz, Isabell
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
3
,
pp. 315-334
Persistent link: https://www.econbiz.de/10015192662
Saved in:
6
Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance
Schmidt, Jacqueline
;
Alavi, Sascha
;
Springer, Sebastian
; …
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
2
,
pp. 135-153
Persistent link: https://www.econbiz.de/10015519583
Saved in:
7
Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin
;
Wouters, Marc
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
1
,
pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
Saved in:
8
There's no I in team : aligning self- and group-efficacy to optimize the effects of support on sales outcomes
Faia, Valter da Silva
;
Vieira, Valter Afonso
;
Gabler, Colin
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
1
,
pp. 3-23
Persistent link: https://www.econbiz.de/10015519586
Saved in:
9
Is authenticity needed in service-sales ambidexterity? : examination of employees and customers' responses
Tremblay, Michel
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
1
,
pp. 24-44
Persistent link: https://www.econbiz.de/10015519589
Saved in:
10
Closing is more than a list of tactics : how to build rapport while facilitating a commercial exchange
Arndt, Aaron D.
;
Epler, Rhett
;
Evans, Kenneth R.
; …
- In:
Journal of personal selling & sales management : JPSSM
45
(
2025
)
1
,
pp. 45-63
Persistent link: https://www.econbiz.de/10015519592
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