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Salespeople
152
Verkaufspersonal
152
Selling
58
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Beziehungsmarketing
40
Relationship marketing
40
USA
32
United States
32
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Johnson, Jeff S.
9
DeCarlo, Thomas E.
7
Jaramillo, Fernando
7
Agnihotri, Raj
6
Friend, Scott B.
6
Rapp, Adam
6
Tanner, John F.
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Marshall, Greg W.
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Schwepker, Charles H. <Jr.>
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Brown, Gene
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Onyemah, Vincent
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Bachrach, Daniel G.
3
Hamwi, G. Alexander
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The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
150
Journal of business research : JBR
107
The journal of business & industrial marketing
77
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
58
Journal of retailing and consumer services
42
Journal of marketing
37
Journal of business-to-business marketing
32
The service industries journal
28
Journal of marketing theory and practice
25
Journal of retailing
23
SpringerLink / Bücher
22
Journal of business ethics : JOBE
20
Journal of marketing education : JME
20
Journal of marketing research : JMR
19
European journal of marketing : EJM
18
The Oxford handbook of strategic sales and sales management
15
International journal of retail & distribution management
14
Psychology & marketing
14
Journal of marketing theory and practice : JMTP
13
Journal of service research
12
Journal of service research : JSR
12
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Marketing letters : a journal of research in marketing
11
European journal of marketing
10
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
10
Journal of marketing channels : ... distribution systems, strategy, and management
10
Management science : journal of the Institute for Operations Research and the Management Sciences
10
Marketing intelligence & planning
10
Harvard-Business-Manager : das Wissen der Besten
9
International journal of hospitality management
9
Journal of managerial issues : JMI
9
Journal of strategic marketing
9
Marketing Science
9
Sales management : a multinational perspective
9
Asia Pacific journal of marketing and logistics
8
Harvard business review : HBR
8
Journal of marketing management : MM
8
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ECONIS (ZBW)
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1
(Re) defining salesperson motivation : current status, main challenges, and research directions
Khusainova, Rushana
;
Jong, Ad de
;
Lee, Nick
;
Marshall, …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 2-29
Persistent link: https://www.econbiz.de/10011936232
Saved in:
2
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
3
From selling to managing strategic customers : a competency analysis
Lacoste, Sylvie
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 92-122
Persistent link: https://www.econbiz.de/10011936258
Saved in:
4
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
5
Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.
;
Hunter, Gary K.
;
Cola, Philip A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
Saved in:
6
Hybrid sales structures in the age of e-commerce
Thaichon, Park
;
Surachartkumtonkun, Jiraporn
;
Quach, Sara
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 277-302
Persistent link: https://www.econbiz.de/10011963025
Saved in:
7
All autonomy is not created equal : the countervailing effects of salesperson autonomy on burnout
Matthews, Lucy
;
Beeler, Lisa
;
Zablah, Alex R.
;
Hair, …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 303-322
Persistent link: https://www.econbiz.de/10011963035
Saved in:
8
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:
9
An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses
Pauser, Sandra
;
Wagner, Udo
;
Ebster, Claus
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 344-369
Persistent link: https://www.econbiz.de/10011963041
Saved in:
10
Why study intraorganizational issues in selling and sales management?
Bolander, Willy
;
Richards, Keith A.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 169-171
Persistent link: https://www.econbiz.de/10011917823
Saved in:
11
Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service
Claro, Danny Pimentel
;
Ramos, Carla
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 172-190
Persistent link: https://www.econbiz.de/10011917829
Saved in:
12
Brand assets and pay fairness as two routes to enhancing social capital in sales organizations
Rouziou, Maria
;
Dugan, Riley
;
Rouziès, Dominique
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 191-204
Persistent link: https://www.econbiz.de/10011917833
Saved in:
13
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
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14
Effects of top-performer rewards on fellow salespeople : a double-edged sword
Miao, C. Fred
;
Evans, Kenneth R.
;
Lie, Po-Chien
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 280-297
Persistent link: https://www.econbiz.de/10011794673
Saved in:
15
Generating and sharing of market intelligence in sales teams : an economic social network perspective
Hall, Zachary R.
;
Mullins, Ryan R.
;
Syam, Niladri
; …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 298-312
Persistent link: https://www.econbiz.de/10011794680
Saved in:
16
Connect within to connect outside : effect of salespeople's political skill on relationship performance
Kalra, Ashish
;
Agnihotri, Raj
;
Chaker, Nawar N.
;
Singh, …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 332-348
Persistent link: https://www.econbiz.de/10011794784
Saved in:
17
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
18
Translating sales effort into service performance: it's an emotional ride
Ogilvie, Jessica
;
Rapp, Adam
;
Agnihotri, Raj
;
Bachrach, …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 100-112
Persistent link: https://www.econbiz.de/10011734618
Saved in:
19
Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Plouffe, Christopher
;
Beuk, Frederik
;
Hulland, John
; …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 113-133
Persistent link: https://www.econbiz.de/10011734619
Saved in:
20
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:
21
Introduction to the special issue on the intersection of professional selling and service
Rapp, Adam
;
Baker, Thomas L.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 4-10
Persistent link: https://www.econbiz.de/10011690055
Saved in:
22
Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict
Agnihotri, Raj
;
Gabler, Colin B.
;
Itani, Omar S.
; …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 27-41
Persistent link: https://www.econbiz.de/10011690128
Saved in:
23
Do sales and service compete? : the impact of multiple psychological climates on frontline employee performance
Ogilvie, Jessica
;
Rapp, Adam
;
Bachrach, Daniel G.
; …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 11-26
Persistent link: https://www.econbiz.de/10011690132
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24
The role of delight in driving repurchase intentions
Meyer, Tracy
;
Barnes, Donald C.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 61-71
Persistent link: https://www.econbiz.de/10011690136
Saved in:
25
Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.>
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 72-87
Persistent link: https://www.econbiz.de/10011690139
Saved in:
26
Macro sales force research
Cron, William L.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
3
,
pp. 188-197
Persistent link: https://www.econbiz.de/10011753780
Saved in:
27
A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others
Rouziès, Dominique
;
Onyemah, Vincent
;
Iacobucci, Dawn
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
3
,
pp. 198-212
Persistent link: https://www.econbiz.de/10011753783
Saved in:
28
Stuck like glue : the formation and consequences of brand attachments among salespeople
Gillespie, Erin Adamson
;
Noble, Stephanie M.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
3
,
pp. 228-249
Persistent link: https://www.econbiz.de/10011753791
Saved in:
29
Gratitude in buyer-seller relationships : a dyadic investigation
Mangus, Stephanie M.
;
Bock, Dora E.
;
Jones, Eli
;
Folse, …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
3
,
pp. 250-267
Persistent link: https://www.econbiz.de/10011753793
Saved in:
30
Salesperson brand attachment : a job demands-resources theory perspective
Allison, Lee
;
Flaherty, Karen E.
;
Jung, Jin Ho
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 3-18
Persistent link: https://www.econbiz.de/10011486143
Saved in:
31
A job demands-resources perspective on salespersons’ market intelligence activities in new product development
Kuester, Sabine
;
Rauch, Andreas
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 19-39
Persistent link: https://www.econbiz.de/10011486149
Saved in:
32
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
33
Improving online panel data usage in sales research
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 74-85
Persistent link: https://www.econbiz.de/10011486211
Saved in:
34
Special issue: Sales and sales management in emerging economies
Tanner, John F.
(
ed.
);
Mantrala, Murali K.
(
ed.
)
-
2016
Persistent link: https://www.econbiz.de/10011515549
Saved in:
35
Seeking attention : an investigation of salesperson influence strategies used while selling to small retailers
Nanarpuzha, Rajesh
;
Noronha, Ernesto
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 144-159
Persistent link: https://www.econbiz.de/10011515689
Saved in:
36
The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Newell, Stephen J.
;
Wu, Bob T.
;
Leingpibul, Duke
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 160-173
Persistent link: https://www.econbiz.de/10011515690
Saved in:
37
Examining the impact of salesperson interpersonal mentalizing skills on performance : the role of attachment anxiety and subjective happiness
Agnihotri, Raj
;
Vieira, Valter Afonso
;
Senra, Karin Borges
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 174-189
Persistent link: https://www.econbiz.de/10011515697
Saved in:
38
Are good salespeople born or made? A new perspective on an age-old question : implicit theories of selling ability
Novell, Corinne A.
;
Machleit, Karen A.
;
Sojka, Jane Z.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 309-320
Persistent link: https://www.econbiz.de/10011629731
Saved in:
39
Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
;
Dubinsky, Alan J.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 344-362
Persistent link: https://www.econbiz.de/10011629742
Saved in:
40
JPSSM since the beginning : intellectual cornerstones, knowledge structure, and thematic developments
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Hughes, Douglas E.
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 321-343
Persistent link: https://www.econbiz.de/10011629747
Saved in:
41
Salespersons' empathy as a missing link in the customer orientation-loyalty chain : an investigation of drivers and age differences as a contingency
Gerlach, Gisela I.
;
Rödiger, Kai
;
Stock-Homburg, Ruth
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 221-239
Persistent link: https://www.econbiz.de/10011565540
Saved in:
42
Selling with technology : understanding the resistance to mobile sales assistant use in retailing
Spreer, Philipp
;
Rauschnabel, Philipp A.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 240-263
Persistent link: https://www.econbiz.de/10011565542
Saved in:
43
The impact of sales contests on customer listening : an empirical study in a telesales context
Koehl, Maryse
;
Poujol, Juliet F.
;
Tanner, John F.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 281-293
Persistent link: https://www.econbiz.de/10011565556
Saved in:
44
Inferring salesperson capability using stochastic frontier analysis
Feng, Cong
;
Fay, Scott A.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 294-306
Persistent link: https://www.econbiz.de/10011565557
Saved in:
45
Trends in optimization models of sales force management
Albers, Sönke
;
Raman, Kalyan
;
Lee, Nick
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
4
,
pp. 275-291
Persistent link: https://www.econbiz.de/10011415994
Saved in:
46
Influencing the salesforce through perceived ethical leadership : the role of salesforce socialization and person-organization fit on salesperson ethics and performance
Schwepker, Charles H. <Jr.>
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
4
,
pp. 292-313
Persistent link: https://www.econbiz.de/10011415997
Saved in:
47
Broadening the application of mixed methods in sales research
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
4
,
pp. 334-345
Persistent link: https://www.econbiz.de/10011416006
Saved in:
48
Qualitative sales research : an exposition of grounded theory
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
3
,
pp. 262-273
Persistent link: https://www.econbiz.de/10011374653
Saved in:
49
Abusive supervision, distributive justice, and work-life balance : perspectives from salespeople and managers
Gabler, Colin B.
;
Hill, Ronald Paul
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
3
,
pp. 247-261
Persistent link: https://www.econbiz.de/10011374656
Saved in:
50
Does choice of sales control conceptualization matter? : an empirical comparison of existing conceptualizations and directions for future research
Panagopoulos, Nikolaos G.
;
Johnson, Catherine M.
; …
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
3
,
pp. 221-246
Persistent link: https://www.econbiz.de/10011374657
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