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~subject:"Verkaufspersonal"
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Search: person:"Wieseke, Jan"
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Verkaufspersonal
Beziehungsmarketing
25
Relationship marketing
25
Salespeople
22
Customer satisfaction
16
Kundenzufriedenheit
16
Deutschland
14
Germany
14
Selling
13
Verkauf
13
Consumer behaviour
12
Konsumentenverhalten
12
Reisevermittler
10
Travel agency
10
Dienstleistungsqualität
9
Preismanagement
9
Pricing strategy
9
Service quality
9
USA
8
United States
8
Employee retention
7
Mitarbeiterbindung
7
Vertrieb
6
Arbeitszufriedenheit
5
Außendienst
5
Erfolgsfaktor
5
Field sales force
5
Job satisfaction
5
Success factor
5
Willingness to pay
5
Zahlungsbereitschaftsanalyse
5
Brand management
4
Dienstleistungsmarketing
4
Führungskräfte
4
Führungsstil
4
Leadership style
4
Managers
4
Markenführung
4
Organizational identification
4
Physical distribution
4
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Undetermined
8
Free
2
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Article
22
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22
Aufsatz in Zeitschrift
22
Case study
1
Fallstudie
1
Language
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English
20
German
2
Author
All
Wieseke, Jan
22
Alavi, Sascha
9
Habel, Johannes
6
Kraus, Florian
5
Ahearne, Michael
4
Homburg, Christian
4
Schmitz, Christian
4
Haumann, Till
3
Mikolon, Sven
3
Brüggemann, Felix
2
Kassemeier, Roland
2
Rajab, Thomas
2
Ryari, Hanaa
2
Bornemann, Torsten
1
Böhm, Eva
1
Cron, William L.
1
Desernot, Christina
1
Dick, Rolf van
1
Dixon, Andrea L.
1
Dörfer, Sabrina
1
Guba, Jan Helge
1
Guenzi, Paolo
1
Haaf, Philipp
1
Hengstebeck, Berenika B.
1
Kolberg, Anika
1
Krämer, Martin
1
Kuehnl, Christina
1
Lam, Son K.
1
Le Bon, Joël
1
Lee, Nick
1
Lukas, Bryan A.
1
Richter, Bianca
1
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Published in...
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Journal of the Academy of Marketing Science
6
Journal of marketing
3
Journal of retailing
3
Journal of personal selling & sales management
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
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
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ECONIS (ZBW)
22
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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
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:
5
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:
6
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:
7
Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Alavi, Sascha
;
Wieseke, Jan
;
Guba, Jan Helge
- In:
Journal of retailing
92
(
2016
)
1
,
pp. 40-55
Persistent link: https://www.econbiz.de/10011484040
Saved in:
8
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:
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:
1
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