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~subject:"United States"
~subject:"Leistungsmotivation"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Search: subject_exact:"Sales personnel"
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United States
Leistungsmotivation
Salespeople
150
Verkaufspersonal
150
Selling
76
Verkauf
76
B-to-B-Marketing
50
Business-to-business marketing
50
Beziehungsmarketing
49
Relationship marketing
49
Lieferantenmanagement
34
Supplier relationship management
34
Sales
21
Sales performance
21
Consumer behaviour
15
Konsumentenverhalten
15
Social Web
14
Social web
14
Arbeitsverhalten
13
Work behaviour
13
Arbeitsleistung
12
Arbeitszufriedenheit
12
Erfolgsfaktor
12
Job performance
12
Job satisfaction
12
Marketing management
12
Marketingmanagement
12
Success factor
12
USA
10
Customer satisfaction
9
Kundenzufriedenheit
9
Absatz
8
Arbeitsgruppe
8
Confidence
8
Performance measurement
8
Performance-Messung
8
Physical distribution
8
Sales management
8
Social media
8
Team
8
Vertrauen
8
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Online availability
All
Undetermined
8
Type of publication
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Article
16
Book / Working Paper
1
Type of publication (narrower categories)
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Article in journal
17
Aufsatz in Zeitschrift
17
Collection of articles of several authors
1
Sammelwerk
1
Language
All
English
17
Author
All
Flaherty, Karen E.
2
Pappas, James M.
2
Plouffe, Christopher R.
2
Sharma, Arun
2
Syam, Niladri
2
Allison, Lee
1
Bagozzi, Richard P.
1
Baker, Thomas L.
1
Bande, Belén
1
Barclay, Donald W.
1
Bonney, Leff
1
Borgh, Michel van der
1
Fernández-Ferrín, Pilar
1
Fock, Henry
1
Hochstein, Bryan
1
Ishida, Chiharu
1
Johnson, Jeff S.
1
Jong, Ad de
1
Jyrämä, Annukka
1
Kauppila, Olli-Pekka
1
Kimura, Takuma
1
Lambe, C. Jay
1
Mallin, Michael L.
1
Malshe, Avinash
1
Nijssen, E. J.
1
Panagopoulos, Nikolaos G.
1
Pimentel, Michael A.
1
Prior, Daniel D.
1
Pullins, Ellen
1
Rajala, Risto
1
Rodriguez, Michael
1
Rowe, William J.
1
Skinner, Steven J.
1
Sridharan, Srinivas
1
Verbeke, Willem J. M. I.
1
Viio, Paul
1
Webb, Kevin L.
1
Wolter, Jeremy
1
Yim, Frederick
1
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
40
Journal of business research : JBR
12
The journal of business & industrial marketing
12
Journal of business-to-business marketing
7
Journal of marketing theory and practice
6
Journal of the Academy of Marketing Science
6
Journal of marketing
5
Journal of marketing theory and practice : JMTP
5
Journal of retailing
5
Journal of retailing and consumer services
5
American journal of business : applying research to practice ; AJB
4
International journal of retail & distribution management
4
Journal of business ethics : JOBE
4
Journal of personal selling & sales management
4
International journal of bank marketing
3
Journal of managerial issues : JMI
3
Journal of marketing channels : ... distribution systems, strategy, and management
3
Journal of strategic marketing
3
Academy of Management journal : AMJ
2
Advances in business strategy and competitive advantage (ABSCA) book series
2
Cases on human performance improvement technologies
2
European journal of marketing : EJM
2
Harvard business review : HBR
2
Harvard-Business-Manager : das Wissen der Besten
2
Journal of education for business
2
Journal of hospitality marketing & management
2
Journal of marketing education : JME
2
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
2
Journal of service research
2
Psychology & marketing
2
Service business
2
The journal of product innovation management : an international publication of the Product Development & Management Association
2
The marketing review
2
The service industries journal
2
A reader in marketing communications
1
Academy of Management perspectives : AMP
1
Acta Universitatis Danubius / Oeconomica
1
Advanced e-business research : international trends & issues
1
American economic journal
1
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ECONIS (ZBW)
17
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1
Genetic and psychological underpinnings of motivation and satisfaction of industrial salespeople
Bagozzi, Richard P.
;
Verbeke, Willem J. M. I.
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 69-83
Persistent link: https://www.econbiz.de/10012212026
Saved in:
2
Why helping coworkers does not always make you poor : the contingent role of common and unique position within the sales team
Borgh, Michel van der
;
Jong, Ad de
;
Nijssen, E. J.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 23-40
Persistent link: https://www.econbiz.de/10012004134
Saved in:
3
The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Kimura, Takuma
;
Bande, Belén
;
Fernández-Ferrín, Pilar
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 198-208
Persistent link: https://www.econbiz.de/10012004378
Saved in:
4
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
5
Special issue on sales and customer development
Sharma, Arun
(
ed.
);
Syam, Niladri
(
ed.
)
-
2018
Persistent link: https://www.econbiz.de/10011822256
Saved in:
6
Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri
;
Sharma, Arun
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
Saved in:
7
Understanding the sales-marketing interface dysfunction experience in business-to-business firms : a matter of perspective
Malshe, Avinash
;
Johnson, Jeff S.
;
Viio, Paul
- In:
Industrial marketing management : the international …
63
(
2017
),
pp. 145-157
Persistent link: https://www.econbiz.de/10011730144
Saved in:
8
Delegating slotting allowance authority to the sales force
Rowe, William J.
;
Skinner, Steven J.
- In:
Industrial marketing management : the international …
57
(
2016
),
pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
Saved in:
9
The impact of service worker personal resources on relationship quality in business solutions
Prior, Daniel D.
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 216-225
Persistent link: https://www.econbiz.de/10011448290
Saved in:
10
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.
;
Pappas, James M.
;
Allison, Lee
- In:
Industrial marketing management : the international …
43
(
2014
)
2
,
pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
Saved in:
11
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
12
The effects of sales supervisor relationships on work meaning : the case of Canadian and Chinese salespersons
Fock, Henry
;
Yim, Frederick
;
Rodriguez, Michael
- In:
Industrial marketing management : the international …
39
(
2010
)
7
,
pp. 1069-1077
Persistent link: https://www.econbiz.de/10008668710
Saved in:
13
Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.
;
Sridharan, Srinivas
;
Barclay, …
- In:
Industrial marketing management : the international …
39
(
2010
)
4
,
pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
Saved in:
14
Antecedents of salespeople's reluctance to sell radically new products
Kauppila, Olli-Pekka
;
Rajala, Risto
;
Jyrämä, Annukka
- In:
Industrial marketing management : the international …
39
(
2010
)
2
,
pp. 308-316
Persistent link: https://www.econbiz.de/10003956197
Saved in:
15
Self-managing selling teams and team performance : the complementary roles of empowerment and control
Lambe, C. Jay
;
Webb, Kevin L.
;
Ishida, Chiharu
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 5-16
Persistent link: https://www.econbiz.de/10003810410
Saved in:
16
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
Mallin, Michael L.
;
Pullins, Ellen
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 769-777
Persistent link: https://www.econbiz.de/10003893185
Saved in:
17
Expanding the sales professional's role: a strategic re-orientation?
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 806-813
Persistent link: https://www.econbiz.de/10003893193
Saved in:
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