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  • Search: subject:"sales force management"
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Year of publication
Subject
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Verkaufspersonal 31 Salespeople 30 Selling 29 Sales force management 28 Verkauf 28 sales force management 24 Marketing management 10 Marketingmanagement 10 Beziehungsmarketing 8 Physical distribution 8 Relationship marketing 8 Vertrieb 8 Theorie 7 Business-to-business marketing 6 CRM 6 Marketing 6 Außendienst 5 B-to-B-Marketing 5 Lieferantenmanagement 5 Supplier relationship management 5 Theory 5 Absatz 4 B2B marketing 4 Field sales force 4 Firm performance 4 Mathematische Optimierung 4 Mobile marketing 4 Sales 4 Sales Force Management 4 Social media marketing 4 Unternehmenserfolg 4 pricing 4 International marketing 3 Prinzipal-Agent-Theorie 3 Sales force 3 agency theory 3 compensation 3 delegation 3 determinants of price delegation 3 pricing authority 3
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Online availability
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Undetermined 43 Free 10 CC license 1
Type of publication
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Article 52 Book / Working Paper 8 Other 1
Type of publication (narrower categories)
All
Article in journal 33 Aufsatz in Zeitschrift 33 research-article 6 Working Paper 4 Graue Literatur 3 Non-commercial literature 3 Arbeitspapier 2 Article 2 Hochschulschrift 1 Thesis 1 conceptual-paper 1 review-article 1
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Language
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English 50 Undetermined 11
Author
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Friend, Scott B. 5 Shannon Cummins, Dr James W. Peltier and Dr Andrea Dixon, Dr 5 Anderson, Erin 4 Rodriguez, Michael 4 Hansen, Ann-Kristin 3 Joseph, Kissan 3 Krafft, Manfred 3 Peltier, James W. 3 Ahearne, Michael 2 Bush, Alan J. 2 Clark, Lillian 2 Classen, Moritz 2 Cummins, Shannon 2 Dixon, Andrea 2 Johnson, Jeff S. 2 Jordan, Carsten 2 Lam, Son K. 2 Leasher, Megan 2 Moberg, Christopher R. 2 Mukherjee, Jaydeep 2 Niedermeier, Keith E. 2 Ranjan, Kumar Rakesh 2 Rocco, Richard A. 2 Rogers, Beth 2 Saini, Amit 2 Skiera, Bernd 2 Sprecher, Arno 2 Tirunillai, Seshadri 2 Trainor, Kevin 2 Wang, Emily 2 Woźniak, Jacek 2 Agrawal, Arvind 1 Ahearne, Molly 1 Albers, Sönke 1 Atefi, Yashar 1 Barbro, Patrick A. 1 Bommaraju, Raghu 1 Böhler, Sina 1 Chen, Fangruo 1 Chen, Hua 1
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Institution
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Université Paris-Dauphine (Paris IX) 1
Published in...
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Journal of Research in Interactive Marketing 6 Journal of research in interactive marketing : interactive marketing and computer-mediated communication 6 Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 4 Journal of business research : JBR 3 Journal of marketing 3 Marketing Science 3 American Journal of Business 2 BuR - Business Research 2 Industrial marketing management : the international journal for industrial and high-tech firms 2 Journal of business-to-business marketing 2 Journal of marketing research : JMR 2 Journal of personal selling & sales management : JPSSM 2 The journal of personal selling & sales management : JPSSM 2 Contemporary Economics 1 Contemporary economics 1 Economics Papers from University Paris Dauphine 1 European Journal of Marketing 1 European journal of marketing 1 International journal of cross cultural management : CCM 1 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 1 Journal of marketing research 1 Journal of medical marketing : device, diagnostic and pharmaceutical marketing 1 Journal of retailing 1 Journal of strategic marketing 1 Management Science 1 Manufacturing & Service Operations Management 1 Marketing letters : a journal of research in marketing 1 Marketing science 1 Quantitative Marketing and Economics 1 Vision 1 Vision : the journal of business perspective 1
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Source
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ECONIS (ZBW) 36 RePEc 10 Other ZBW resources 8 EconStor 4 BASE 2 USB Cologne (EcoSocSci) 1
Showing 1 - 10 of 61
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Sales performance rankings : examining the impact of the type of information displayed on sales force outcomes
Ahearne, Molly; Pourmasoudi, Mohsen; Atefi, Yashar; … - In: Journal of marketing 89 (2025) 1, pp. 94-116
Persistent link: https://www.econbiz.de/10015374154
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Toward digital service-sales ambidexterity in industrial firms : a microfoundations perspective
Classen, Moritz - 2022
Persistent link: https://www.econbiz.de/10013348897
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Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value
Tienken, Christoph; Classen, Moritz; Friedli, Thomas - In: European journal of marketing 57 (2023) 3, pp. 794-833
Persistent link: https://www.econbiz.de/10014226013
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Gamification for sales incentives
Woźniak, Jacek - In: Contemporary Economics 14 (2020) 2, pp. 144-161
Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...
Persistent link: https://www.econbiz.de/10014544501
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Gamification for sales incentives
Woźniak, Jacek - In: Contemporary economics 14 (2020) 2, pp. 144-161
Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...
Persistent link: https://www.econbiz.de/10012237271
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Onboarding salespeople : socialization approaches
Wiseman, Phillip; Ahearne, Michael; Hall, Zachary; … - In: Journal of marketing 86 (2022) 6, pp. 13-31
Persistent link: https://www.econbiz.de/10013438821
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Artificial intelligence coaches for sales agents : caveats and solutions
Luo, Xueming; Qin, Marco Shaojun; Fang, Zheng; Qu, Zhe - In: Journal of marketing 85 (2021) 2, pp. 14-32
Persistent link: https://www.econbiz.de/10012485580
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Increasing team performance by sharing success
Chen, Hua; Chung, Kevin - In: Journal of marketing research 58 (2021) 4, pp. 662-685
Persistent link: https://www.econbiz.de/10012593935
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Organizing for cross-selling : do it right, or not at all
Homburg, Christian; Böhler, Sina; Hohenberg, Sebastian - In: International journal of research in marketing : IJRM ; … 37 (2020) 1, pp. 56-73
Persistent link: https://www.econbiz.de/10012288643
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An integrative framework of sales ecosystem well-being
Ranjan, Kumar Rakesh; Friend, Scott B. - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 234-250
Persistent link: https://www.econbiz.de/10012395126
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