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isPartOf:"Journal of marketing research : JMR"
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Selling
17
Verkauf
17
Salespeople
10
Verkaufspersonal
10
Leistungsanreiz
3
Performance incentive
3
Theorie
3
Theory
3
Agency theory
2
Compensation system
2
Consumer behaviour
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Kaufleute
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Konsumentenverhalten
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Marketing management
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Marketingmanagement
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Merchants
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Personal selling
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Prinzipal-Agent-Theorie
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Sales
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Sales promotion
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Vergütungssystem
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Verkaufsförderung
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incentives
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sales force
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1982
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1986
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1987
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Absatz
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Advertising effects
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Anreiz
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Arbeitsgruppe
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Arbeitsleistung
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Auction
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Auction theory
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Auktion
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Auktionstheorie
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Behavioral economics
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Beziehungsmarketing
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Hess, James D.
2
John, George
2
Yang, Ying
2
Acito, Frank
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Agnihotri, Raj
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Ahearne, Michael
1
Alford, Bruce L.
1
Bawa, Kapil
1
Bommaraju, Raghu
1
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1
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1
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1
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1
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1
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1
Garrett, Jason
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Gilley, Otis W.
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Good, Valerie
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Gopalakrishna, Srinath
1
Hall, Zachary R.
1
Hughes, Douglas E.
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Joachimsthaler, Erich A.
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Kalra, Ashish
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LaBrecque, Alexander C.
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Lam, Son K.
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Lee, Hanjoon
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Li, Xiaolin
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Lim, Noah
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Mantrala, Murali K.
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Mas, Erick M.
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Michaels, Ronald E.
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Misra, Sanjog
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Nair, Harikesh
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Journal of marketing research : JMR
Marketing letters : a journal of research in marketing
Industrial marketing management : the international journal for industrial and high-tech firms
120
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
56
Journal of personal selling & sales management
56
The journal of business & industrial marketing
43
SpringerLink / Bücher
32
Journal of the Academy of Marketing Science
29
Journal of marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
Journal of business-to-business marketing
16
Journal of retailing and consumer services
16
European journal of marketing : EJM
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 operational research : EJOR
13
Journal of strategic marketing
13
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
12
Harvard business review : HBR
12
Management science : journal of the Institute for Operations Research and the Management Sciences
12
European journal of marketing
10
Journal of business ethics : JOBE
10
NBER working paper series
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
International journal of industrial organization
7
NBER Working Paper
7
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ECONIS (ZBW)
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1
The effect of trust in management on salespeople’s selling orientation
Dickson, Peter R.
;
Mas, Erick M.
;
Van Solt, Michelle
; …
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 381-397
Persistent link: https://www.econbiz.de/10013454576
Saved in:
2
"A little competition goes a long way" : substitutive effects of emotional intelligence and workplace competition on salesperson creative selling
Kalra, Ashish
;
Dugan, Riley
;
Agnihotri, Raj
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 399-413
Persistent link: https://www.econbiz.de/10013454579
Saved in:
3
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
4
A wearable sales assistant : capturing dynamic nonverbal communication behaviors using sensor technology
Pauser, Sandra
;
Wagner, Udo
- In:
Marketing letters : a journal of research in marketing
30
(
2019
)
1
,
pp. 13-25
Persistent link: https://www.econbiz.de/10012016695
Saved in:
5
When do group incentives for salespeople work?
Lim, Noah
;
Chen, Hua
- In:
Journal of marketing research : JMR
51
(
2014
)
3
,
pp. 320-334
Persistent link: https://www.econbiz.de/10010380956
Saved in:
6
Is cash king for sales compensation plans? : evidence from a large-scale field intervention
Viswanathan, Madhu
;
Li, Xiaolin
;
John, George
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
3
,
pp. 368-381
Persistent link: https://www.econbiz.de/10011878704
Saved in:
7
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
8
"No sale" items in auctions : do they really matter?
Alford, Bruce L.
;
Gilley, Otis W.
;
Wood, Charles M.
; …
- In:
Marketing letters : a journal of research in marketing
28
(
2017
)
1
,
pp. 155-168
Persistent link: https://www.econbiz.de/10011653814
Saved in:
9
Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein
;
Misra, Sanjog
;
Nair, Harikesh
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 161-182
Persistent link: https://www.econbiz.de/10011485249
Saved in:
10
Can sales uncertainty increase firm profits?
Syam, Niladri
;
Hess, James D.
;
Yang, Ying
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
Saved in:
11
Assessing sales contest effectiveness : the role of salesperson and sales district characteristics
Gopalakrishna, Srinath
;
Garrett, Jason
;
Mantrala, Murali K.
- In:
Marketing letters : a journal of research in marketing
27
(
2016
)
3
,
pp. 589-602
Persistent link: https://www.econbiz.de/10011537287
Saved in:
12
Sales contests versus quotas with imbalanced territories
Syam, Niladri B.
;
Hess, James D.
;
Yang, Ying
- In:
Marketing letters : a journal of research in marketing
24
(
2013
)
3
,
pp. 229-224
Persistent link: https://www.econbiz.de/10009786897
Saved in:
13
Salesforce compensation : an empirical investigation of factors related to use of salary versus incentive compensation
John, George
- In:
Journal of marketing research : JMR
26
(
1989
)
1
,
pp. 1-14
Persistent link: https://www.econbiz.de/10001059647
Saved in:
14
Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers
Michaels, Ronald E.
;
Cron, William L.
;
Dubinsky, Alan J.
; …
- In:
Journal of marketing research : JMR
25
(
1988
)
4
,
pp. 376-383
Persistent link: https://www.econbiz.de/10001059785
Saved in:
15
Evaluation and use of marketing research by decision makers : a behavioral simulation
Lee, Hanjoon
- In:
Journal of marketing research : JMR
24
(
1987
)
2
,
pp. 187-196
Persistent link: https://www.econbiz.de/10001036287
Saved in:
16
Effects of relationship marketing on satisfaction, retention, and prices in the life insurance industry
Crosby, Lawrence A.
- In:
Journal of marketing research : JMR
24
(
1987
)
4
,
pp. 404-411
Persistent link: https://www.econbiz.de/10001036428
Saved in:
17
The effects of a direct mail coupon on brand choice behavior
Bawa, Kapil
- In:
Journal of marketing research : JMR
24
(
1987
)
4
,
pp. 370-376
Persistent link: https://www.econbiz.de/10001036473
Saved in:
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