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~isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Marketing theory"
~subject:"Salespeople"
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Marketing theory
Salespeople
Beziehungsmarketing
164
Relationship marketing
164
Consumer behaviour
76
Konsumentenverhalten
76
Customer satisfaction
33
Kundenzufriedenheit
33
Lieferantenmanagement
24
Supplier relationship management
24
Dienstleistungsqualität
22
Service quality
22
Verkaufspersonal
20
Customer value
17
Kundenwert
17
Marketing management
16
Marketingmanagement
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Customer integration
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Internet marketing
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Kundenintegration
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Online-Marketing
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Social Web
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Social web
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Unternehmenserfolg
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Brand management
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Kundenbindungsprogramm
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Loyalty program
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Markenführung
11
Marketingtheorie
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Brand image
10
Customer engagement
10
Einzelhandel
10
Markenimage
10
Retail trade
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B-to-B-Marketing
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Homburg, Christian
3
Lam, Son K.
3
Wieseke, Jan
3
Alavi, Sascha
2
DeCarlo, Thomas E.
2
Evans, Kenneth R.
2
Habel, Johannes
2
Hughes, Douglas E.
2
Klarmann, Martin
2
Lusch, Robert F.
2
Rapp, Adam
2
Schmitz, Christian
2
Ahearne, Michael
1
Arnold, Todd J.
1
Bagozzi, Richard P.
1
Bansal, Harvir S.
1
Beitelspacher, Lauren Skinner
1
Berg, Wouter E. van den
1
Bharadwaj, Sundar
1
Bill, Fabian
1
Bornemann, Torsten
1
Breivik, Einar
1
Brown, Tom
1
Böhm, Eva
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Grewal, Dhruv
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Grégoire, Yany
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Gummerus, Johanna
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Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
64
The journal of personal selling & sales management : JPSSM
40
The journal of business & industrial marketing
29
Journal of business research : JBR
26
Journal of retailing and consumer services
18
Journal of personal selling & sales management
17
Journal of marketing
15
European journal of marketing : EJM
10
Journal of business-to-business marketing
10
Journal of retailing
10
The service industries journal
10
The journal of services marketing
9
Journal of service research : JSR
8
Legends in marketing
8
SpringerLink / Bücher
8
International journal of hospitality management
7
International journal of retail & distribution management
6
Journal of business ethics : JOBE
6
Journal of marketing research : JMR
6
Journal of strategic marketing
6
Marketing theory
6
Journal of customer behaviour
5
Journal of financial services marketing : JFSM
5
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
5
Marketing intelligence & planning
5
Psychology & marketing
5
The Oxford handbook of strategic sales and sales management
5
AMS review : official publication of the Academy of Marketing Science
4
Asia Pacific journal of marketing and logistics
4
Australasian marketing journal
4
Business horizons
4
Journal of marketing channels : ... distribution systems, strategy, and management
4
Journal of marketing management : MM
4
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
4
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
4
Journal of service research
4
Management decision : MD
4
Service business
4
The international journal of bank marketing : IJBM
4
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ECONIS (ZBW)
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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
Customer-focused voice and rule-breaking in the frontlines
Gazzoli, Gabriel
;
Chaker, Nawar N.
;
Zablah, Alex R.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 388-409
Persistent link: https://www.econbiz.de/10012819765
Saved in:
4
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
5
Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian
;
Feurer, Sven
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
4
,
pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
Saved in:
6
Customer engagement in service
Kumar, V.
;
Rajan, Bharath
;
Gupta, Shaphali
;
Dalla …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 138-160
Persistent link: https://www.econbiz.de/10011996790
Saved in:
7
Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.
;
DeCarlo, Thomas E.
;
Sharma, Ashish
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
4
,
pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
Saved in:
8
Customer query handling in sales interactions
Singh, Sunil
;
Marinova, Detelina
;
Singh, Jagdip
;
Evans, …
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 837-856
Persistent link: https://www.econbiz.de/10011924771
Saved in:
9
B2B relationship calculus : quantifying resource effects in service-dominant logic
DeLeon, Anthony J.
;
Chatterjee, Sharmila C.
- In:
Journal of the Academy of Marketing Science
45
(
2017
)
3
,
pp. 402-427
Persistent link: https://www.econbiz.de/10011685005
Saved in:
10
Frontline employees' nonverbal cues in service encounters : a double-edged sword
Lim, Elison Ai Ching
;
Lee, Yih Hwai
;
Foo, Maw Der
- In:
Journal of the Academy of Marketing Science
45
(
2017
)
5
,
pp. 657-676
Persistent link: https://www.econbiz.de/10011772291
Saved in:
11
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
12
Exploring value propositions and service innovation : a service-dominant logic study
Skålén, Per
;
Gummerus, Johanna
;
Koskull, Catharina von
; …
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
2
,
pp. 137-158
Persistent link: https://www.econbiz.de/10010504693
Saved in:
13
Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan
;
Bharadwaj, Sundar
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
Saved in:
14
Delusive perception : antecedents and consequences of salespeople's misperception of customer commitment
Homburg, Christian
;
Bornemann, Torsten
;
Kretzer, Max
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
2
,
pp. 137-153
Persistent link: https://www.econbiz.de/10010345196
Saved in:
15
Understanding social media effects across seller, retailer, and consumer interactions
Rapp, Adam
;
Beitelspacher, Lauren Skinner
;
Grewal, Dhruv
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
5
,
pp. 547-566
Persistent link: https://www.econbiz.de/10010126682
Saved in:
16
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:
17
Gaining and leveraging customer-based competitive intelligence : the pivotal role of social capital and salesperson adaptive selling skills
Hughes, Douglas E.
;
Le Bon, Joël
;
Rapp, Adam
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 91-110
Persistent link: https://www.econbiz.de/10009719766
Saved in:
18
Group influences of selling teams on industrial salespeople's cross-selling behavior
Schmitz, Christian
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 55-72
Persistent link: https://www.econbiz.de/10009719769
Saved in:
19
Genetic and neurological foundations of customer orientation : field and experimental evidence
Bagozzi, Richard P.
;
Verbeke, Willem J. M. I.
;
Berg, …
- In:
Journal of the Academy of Marketing Science
40
(
2012
)
5
,
pp. 639-658
Persistent link: https://www.econbiz.de/10009621886
Saved in:
20
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
21
When does salespeople’s customer orientation lead to customer loyalty? : the differential effects of relational and functional customer orientation
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
6
,
pp. 795-812
Persistent link: https://www.econbiz.de/10010217998
Saved in:
22
Marketing IS management : the wisdom of Peter Drucker
Webster, Frederick E.
- In:
Journal of the Academy of Marketing Science
37
(
2009
)
1
,
pp. 20-27
Persistent link: https://www.econbiz.de/10003830095
Saved in:
23
Customer-directed selling behaviors and performance : a comparison of existing perspectives
Plouffle, Christopher R.
;
Hulland, John
;
Wachner, Trent
- In:
Journal of the Academy of Marketing Science
37
(
2009
)
4
,
pp. 422-439
Persistent link: https://www.econbiz.de/10003926572
Saved in:
24
Consumer brand relationships : an investigation of two alternative models
Breivik, Einar
;
Thorbjørnsen, Helge
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
4
,
pp. 443-472
Persistent link: https://www.econbiz.de/10003800574
Saved in:
25
Commitment to a friend, a service provider, or a service company : are they distictions worth making?
Jones, Tim
;
Taylor, Shirley F.
;
Bansal, Harvir S.
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
4
,
pp. 473-487
Persistent link: https://www.econbiz.de/10003800575
Saved in:
26
Achieving relationship marketing effectiveness in business-to-business exchanges
Palmatier, Robert W.
;
Scheer, Lisa K.
;
Evans, Kenneth R.
; …
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
2
,
pp. 174-190
Persistent link: https://www.econbiz.de/10003725636
Saved in:
27
The moderating role of institutional networking in the customer orientation-trust/commitment-performance causal chain in China
Luo, Xueming
;
Hsu, Maxwell K.
;
Liu, Sandra S.
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
2
,
pp. 202-214
Persistent link: https://www.econbiz.de/10003725640
Saved in:
28
Customer betrayal and retaliation : when your best customers become your worst enemies
Grégoire, Yany
;
Fisher, Robert J.
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
2
,
pp. 247-261
Persistent link: https://www.econbiz.de/10003725646
Saved in:
29
Service-dominant logic : continuing the evolution
Vargo, Stephen L.
;
Lusch, Robert F.
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
1
,
pp. 1-10
Persistent link: https://www.econbiz.de/10003679216
Saved in:
30
Special issue: Service-dominant logic : continuing the dialog
Lusch, Robert F.
(
contributor
)
-
2008
Persistent link: https://www.econbiz.de/10003680135
Saved in:
31
Technology use on the front line: how information technology enhances individual performance
Sundaram, Suresh
;
Schwarz, Andrew
;
Jones, Eli
;
Chin, …
- In:
Journal of the Academy of Marketing Science
35
(
2007
)
1
,
pp. 101-112
Persistent link: https://www.econbiz.de/10003485153
Saved in:
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