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~isPartOf:"Journal of the Academy of Marketing Science"
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Selling
32
Verkauf
32
Salespeople
26
Verkaufspersonal
26
B-to-B-Marketing
8
Business-to-business marketing
8
Sales management
8
Beziehungsmarketing
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Consumer behaviour
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Motivation
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Ressourcenorientierter Ansatz
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Social network
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Soziales Netzwerk
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Supplier relationship management
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Habel, Johannes
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Alavi, Sascha
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Hughes, Douglas E.
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Wieseke, Jan
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Cron, William L.
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Good, Valerie
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Hulland, John
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Plouffe, Christopher R.
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Rouziès, Dominique
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Brady, Michael
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Böhm, Eva
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Dahl, Darren W.
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Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
123
The journal of personal selling & sales management : JPSSM
111
Journal of personal selling & sales management : JPSSM
59
Journal of business research : JBR
58
Journal of Business & Industrial Marketing
48
The journal of business & industrial marketing
43
SpringerLink / Bücher
32
Journal of marketing
27
Journal of marketing education : JME
24
European Journal of Marketing
23
The journal of real estate finance and economics
20
Journal of business-to-business marketing
18
Journal of retailing and consumer services
16
European journal of marketing : EJM
15
European journal of operational research : EJOR
15
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
Discussion paper / Centre for Economic Policy Research
13
European journal of marketing
13
Journal of strategic marketing
13
Management science : journal of the Institute for Operations Research and the Management Sciences
13
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
12
Harvard business review : HBR
12
Marketing Intelligence & Planning
11
NBER working paper series
11
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
Working paper / National Bureau of Economic Research, Inc.
10
Business horizons
9
Journal of retailing
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Sales management : a multinational perspective
9
Springer eBook Collection
9
The Oxford handbook of strategic sales and sales management
9
Vision : the journal of business perspective
9
Europäische Hochschulschriften / 5
8
International journal of production economics
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
8
Asia Pacific journal of marketing and logistics
7
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ECONIS (ZBW)
33
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1
Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success
Berkmann, Manuel
;
Eisenbeiß, Maik
;
Reinartz, Werner J.
; …
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 736-761
Persistent link: https://www.econbiz.de/10015047946
Saved in:
2
How do firms value sales career paths?
Keshavarz, Ali Reza
;
Rouziès, Dominique
;
Kramarz, Francis
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 762-788
Persistent link: https://www.econbiz.de/10015047957
Saved in:
3
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:
4
Research on sales and ethics : mapping the past and charting the future
Hartmann, Nathaniel N.
;
Wieland, Heiko
;
Gustafson, Brandon
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 653-671
Persistent link: https://www.econbiz.de/10015047926
Saved in:
5
Building effective inside-outside sales rep dyads : a collaboration perspective
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 835-858
Persistent link: https://www.econbiz.de/10015047985
Saved in:
6
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:
7
How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling
Jong, Ad de
;
Zacharias, Nicolas
;
Nijssen, E. J.
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
2
,
pp. 304-326
Persistent link: https://www.econbiz.de/10012434107
Saved in:
8
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
9
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
10
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
11
Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Forkmann, Sebastian
;
Mullins, Ryan
;
Henneberg, Stephan
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 615-638
Persistent link: https://www.econbiz.de/10013199139
Saved in:
12
Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham
;
Shankar, Venkatesh
;
Varadarajan, Rajan
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
Saved in:
13
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
14
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:
15
Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan
;
Mengüç, Bülent
;
Panagopoulos, Nikolaos G.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
Saved in:
16
How intrafirm intermediary salespeople connect sales to marketing and product development
Gonzalez, Gabriel R.
;
Claro, Danny Pimentel
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
5
,
pp. 795-814
Persistent link: https://www.econbiz.de/10012107320
Saved in:
17
How nutrition information influences online food sales
Peng, Zou
;
Liu, Jingwen
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
6
,
pp. 1132-1150
Persistent link: https://www.econbiz.de/10012153448
Saved in:
18
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
19
The impact of a sales team’s perceived entitativity on customer satisfaction
Wang, Chen
;
Hoegg, JoAndrea
;
Dahl, Darren W.
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
2
,
pp. 190-211
Persistent link: https://www.econbiz.de/10011844768
Saved in:
20
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
21
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:
22
Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der
;
Schepers, Jeroen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
Saved in:
23
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Mayberry, Robert
;
Boles, James Sanders
;
Donthu, Naveen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 879-894
Persistent link: https://www.econbiz.de/10011924781
Saved in:
24
A contingency model of emotional intelligence in professional selling
McFarland, Richard G.
;
Rode, Joseph C.
;
Shervani, …
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
1
,
pp. 108-118
Persistent link: https://www.econbiz.de/10011434894
Saved in:
25
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
26
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:
27
An offer you can't refuse : consumer perceptions of sales pressure
Zboja, James J.
;
Clarm, Ronald A.
;
Haytko, Diana L.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 806-821
Persistent link: https://www.econbiz.de/10011614120
Saved in:
28
Does marketing and sales integration always pay off? : evidence from a social capital perspective
Rouziès, Dominique
;
Hulland, John
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 511-527
Persistent link: https://www.econbiz.de/10010417560
Saved in:
29
The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.
;
Baldauf, Artur
;
Leigh, Thomas W.
; …
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
Saved in:
30
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:
31
Perceived marketing-sales relationship effectiveness : a matter of justice
Hulland, John
;
Nenkov, Gergana Y.
;
Barclay, Donald W.
- In:
Journal of the Academy of Marketing Science
40
(
2012
)
3
,
pp. 450-467
Persistent link: https://www.econbiz.de/10009548612
Saved in:
32
Customer value impact of sales contests
Garrett, Jason
;
Gopalakrishna, Srinath
- In:
Journal of the Academy of Marketing Science
38
(
2010
)
6
,
pp. 775-786
Persistent link: https://www.econbiz.de/10008779085
Saved in:
33
Retailing management
In:
Journal of the Academy of Marketing Science
13
(
1985
)
3
,
pp. 147-316
Persistent link: https://www.econbiz.de/10001020251
Saved in:
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