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~person:"Guenzi, Paolo"
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Search: subject:"Sales Management"
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Selling
12
Verkauf
12
Salespeople
10
Verkaufspersonal
10
Beziehungsmarketing
4
Relationship marketing
4
Sales
3
Absatz
2
Adaptive selling
2
Capability approach
2
Capability-Ansatz
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Firm performance
2
Learning organization
2
Lernende Organisation
2
Organisatorischer Wandel
2
Organizational change
2
Sales capabilities
2
Unternehmenserfolg
2
Acquisition
1
Ambidexterity
1
Ambidextrous organization
1
B-to-B-Marketing
1
Bargaining theory
1
Bewertung
1
Business-to-business marketing
1
Confidence
1
Consumer behaviour
1
Customer value
1
Customer-directed selling behaviors
1
Customer-oriented selling
1
Digitalisierung
1
Digitization
1
Employee retention
1
Erfolgsfaktor
1
Estimation
1
Evaluation
1
Führungsstil
1
Konsumentenverhalten
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English
13
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Guenzi, Paolo
Marshall, Greg W.
21
Stauss, Bernd
21
Agnihotri, Raj
20
Ahearne, Michael
18
Alavi, Sascha
18
Pepels, Werner
18
Wieseke, Jan
18
Schmitz, Christian
17
Johnson, Jeff S.
16
Lee, Nick
16
Habel, Johannes
15
Homburg, Christian
15
Svensson, Göran
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Thomas, Oliver
14
Friend, Scott B.
13
Haas, Alexander
13
Johnston, Mark W.
13
Lane, Nikala
13
Albers, Sönke
12
Hughes, Douglas E.
12
Moncrief, William C.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Sinha, Prabhakant
12
Terho, Harri
12
Zoltners, Andris A.
12
Bush, Alan J.
11
Cron, William L.
11
DeCarlo, Thomas E.
11
Lorimer, Sally E.
11
Mattila, Anna S.
11
Panagopoulos, Nikolaos G.
11
Plouffe, Christopher R.
11
Belz, Christian
10
Bolander, Willy
10
Dixon, Matthew
10
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Sales management : a multinational perspective
2
California management review
1
European journal of marketing : EJM
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
12
USB Cologne (EcoSocSci)
1
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1
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
Saved in:
2
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:
3
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
4
Sales
management
: a multinational perspective
Guenzi, Paolo
(
contributor
);
Geiger, Susi
(
contributor
)
-
2011
Persistent link: https://www.econbiz.de/10008827477
Saved in:
5
The dual mechanism of sales capabilities in influencing organizational performance
Guenzi, Paolo
;
Sajtos, Laszlo
;
Troilo, Gabriele
- In:
Journal of business research : JBR
69
(
2016
)
9
,
pp. 3707-3713
Persistent link: https://www.econbiz.de/10011515242
Saved in:
6
The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
Saved in:
7
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
Saved in:
8
Sales organization performance and evaluation
Guenzi, Paolo
;
Geiger, Susi
- In:
Sales management : a multinational perspective
,
(pp. 465-491)
.
2011
Persistent link: https://www.econbiz.de/10008858684
Saved in:
9
Managing change in the sales force
Guenzi, Paolo
- In:
Sales management : a multinational perspective
,
(pp. 15-37)
.
2011
Persistent link: https://www.econbiz.de/10008858701
Saved in:
10
Organizational drivers of salespeople's customer orientation and selling orientation
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Troilo, Gabriele
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
3
,
pp. 269-285
Persistent link: https://www.econbiz.de/10009270841
Saved in:
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