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~person:"Wieseke, Jan"
~person:"Johnson, Jeff S."
~subject:"Selling"
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Search: subject_exact:"Beziehungsmarketing"
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Selling
Beziehungsmarketing
30
Relationship marketing
30
Salespeople
13
Verkaufspersonal
13
Customer satisfaction
12
Kundenzufriedenheit
12
Consumer behaviour
9
Konsumentenverhalten
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Verkauf
9
Dienstleistungsqualität
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Lieferantenmanagement
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Reisevermittler
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Supplier relationship management
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Travel agency
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Firm performance
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Service industry
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Unternehmenserfolg
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
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customer satisfaction
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personal selling
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Adaptive selling
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Corporate culture
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Dienstleistungsmarketing
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Emotion
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Wieseke, Jan
Johnson, Jeff S.
Agnihotri, Raj
8
Marshall, Greg W.
7
Terho, Harri
7
Alavi, Sascha
6
Bush, Alan J.
6
Homburg, Christian
6
Itani, Omar S.
6
Johnston, Mark W.
6
Svensson, Göran
6
Habel, Johannes
5
Moncrief, William C.
5
Rodriguez, Michael
5
Schmitz, Christian
5
Ahearne, Michael
4
Dannenberg, Holger
4
Guenzi, Paolo
4
Jaramillo, Fernando
4
Pullins, Ellen
4
Tanner, John F.
4
Zupancic, Dirk
4
Anderson, Rolph E.
3
Babin, Barry J.
3
Boso, Nathaniel
3
Chen, Annie Huiling
3
Corsaro, Daniela
3
Echchakoui, Saïd
3
Friend, Scott B.
3
Futrell, Charles M.
3
Grewal, Rajdeep
3
Haas, Alexander
3
Hair, Joseph F.
3
Hunter, Gary K.
3
Høgevold, Nils
3
Høgevold, Nils M.
3
Jelinek, Ronald
3
Kadic-Maglajlic, Selma
3
Manning, Gerald L.
3
Mehta, Rajiv
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The journal of personal selling & sales management : JPSSM
4
Journal of the Academy of Marketing Science
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Journal of service research : JSR
1
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ECONIS (ZBW)
9
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1
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:
2
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:
3
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
4
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:
5
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
6
Meta-analyses in sales research
Johnson, Jeff S.
;
Jaramillo, Fernando
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 134-152
Persistent link: https://www.econbiz.de/10011734623
Saved in:
7
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
8
Contingent cross-selling and up-selling relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
Saved in:
9
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
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