//--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~isPartOf:"International journal of pharmaceutical and healthcare marketing : IJPHM"
~isPartOf:"Harvard business review : HBR"
~isPartOf:"Journal of retailing"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Salespeople"
Narrow search
Delete all filters
| 3 applied filters
Year of publication
From:
To:
Subject
All
Salespeople
35
Verkaufspersonal
35
Einzelhandel
12
Retail trade
12
Selling
8
Verkauf
8
Beziehungsmarketing
7
Consumer behaviour
7
Konsumentenverhalten
7
Relationship marketing
7
Customer satisfaction
6
Kundenzufriedenheit
6
Arbeitsleistung
5
Arbeitszufriedenheit
5
Job performance
5
Job satisfaction
5
Arbeitsverhalten
4
Customer service
4
Kundenservice
4
Leistungsmotivation
4
USA
4
United States
4
Work behaviour
4
Work motivation
4
B-to-B-Marketing
3
Business-to-business marketing
3
Compensation system
3
Dienstleistungsqualität
3
Frontline employees
3
Internal communication
3
Interne Kommunikation
3
Personality psychology
3
Persönlichkeitspsychologie
3
Service quality
3
Vergütungssystem
3
Arzneimittel
2
Bundling strategy
2
Customer experience
2
Employee retention
2
Führungsstil
2
more ...
less ...
Online availability
All
Undetermined
16
Type of publication
All
Article
35
Type of publication (narrower categories)
All
Article in journal
35
Aufsatz in Zeitschrift
35
Case study
2
Fallstudie
2
Interview
1
Language
All
English
35
Author
All
Wieseke, Jan
3
Adamson, Brent
2
Ahearne, Michael
2
Alavi, Sascha
2
Dixon, Matthew
2
Toman, Nicholas
2
Zablah, Alex R.
2
Agnihotri, Raj
1
Alkhateeb, Fadi M.
1
Angell, Robert J.
1
Arndt, Aaron D.
1
Ashill, Nicholas J.
1
Augusto, Mário Gomes
1
Babakus, Emin
1
Bachrach, Daniel G.
1
Baidoo, Patricia
1
Baker, Thomas L.
1
Bakeshloo, Khashayar Afshar
1
Baldus, Brian
1
Beitelspacher, Lauren Skinner
1
Blessing, Gerald
1
Bolander, Willy
1
Bouzdine-Chameeva, Tatiana
1
Boyd, Eric
1
Brand, Kathrin
1
Brown, Tom
1
Calantone, Roger J.
1
Chung, Doug J.
1
Claro, Danny Pimentel
1
Coelho, Filipe
1
Dahlén, Micael
1
Danaher, Tracey S.
1
Fumagalli, Elena
1
Gill, Danielle
1
Gremler, Dwayne D.
1
Guba, Jan Helge
1
Gwinner, Kevin P.
1
Haas, Alexander
1
Haumann, Till
1
Holmqvist, Jonas
1
more ...
less ...
Published in...
All
International journal of pharmaceutical and healthcare marketing : IJPHM
Harvard business review : HBR
Journal of retailing
Industrial marketing management : the international journal for industrial and high-tech firms
152
The journal of personal selling & sales management : JPSSM
152
Journal of business research : JBR
108
The journal of business & industrial marketing
76
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
58
Journal of retailing and consumer services
43
Journal of marketing
37
Journal of business-to-business marketing
32
SpringerLink / Bücher
28
The service industries journal
28
Journal of marketing theory and practice
25
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
Marketing letters : a journal of research in marketing
12
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Management science : journal of the Institute for Operations Research and the Management Sciences
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
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
Sales management : a multinational perspective
9
Asia Pacific journal of marketing and logistics
8
Journal of marketing management : MM
8
Journal of marketing research
8
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
8
more ...
less ...
Source
All
ECONIS (ZBW)
35
Showing
1
-
35
of
35
Sort
Relevance
Date (newest first)
Date (oldest first)
1
A meta-analytic investigation of the organizational identification : job performance relationship in the frontlines
Lee, Na Young
;
Zablah, Alex R.
;
Noble, Stephanie M.
- In:
Journal of retailing
99
(
2023
)
3
,
pp. 370-384
Persistent link: https://www.econbiz.de/10014461658
Saved in:
2
More than machines : the role of the future retail salesperson in enhancing the customer experience
Pappas, Alec
;
Fumagalli, Elena
;
Rouziou, Maria
; …
- In:
Journal of retailing
99
(
2023
)
4
,
pp. 518-531
Persistent link: https://www.econbiz.de/10014465643
Saved in:
3
Reimagining personalization in the physical store
Scholdra, Thomas P.
;
Wichmann, Julian R. K.
;
Reinartz, …
- In:
Journal of retailing
99
(
2023
)
4
,
pp. 563-579
Persistent link: https://www.econbiz.de/10014465653
Saved in:
4
Multiple psychological climates and employee self-regulatory focus : implications for frontline employee work behavior and service performance
Sok, Keo Mony
;
Danaher, Tracey S.
;
Sok, Phyra
- In:
Journal of retailing
99
(
2023
)
2
,
pp. 228-246
Persistent link: https://www.econbiz.de/10014321977
Saved in:
5
How and why (imagined) online reviews impact frontline retail encounters
Marder, Ben
;
Angell, Robert J.
;
Boyd, Eric
- In:
Journal of retailing
99
(
2023
)
2
,
pp. 265-279
Persistent link: https://www.econbiz.de/10014321993
Saved in:
6
How customer requests influence frontline employee job outcomes : the role of personal appraisal tendencies and situational customer demandingness
Jung, Jin Ho
;
Brown, Tom
;
Zablah, Alex R.
- In:
Journal of retailing
98
(
2022
)
2
,
pp. 315-334
Persistent link: https://www.econbiz.de/10013364288
Saved in:
7
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
8
Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance : a research note
Vieira, Valter Afonso
;
Negreiros, Leticia Fernandes de
; …
- In:
Journal of retailing
97
(
2021
)
3
,
pp. 347-358
Persistent link: https://www.econbiz.de/10013256047
Saved in:
9
Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald
;
Natter, Martin
- In:
Journal of retailing
95
(
2019
)
3
,
pp. 47-62
Persistent link: https://www.econbiz.de/10012130005
Saved in:
10
The language backfire effect : how frontline employees decrease customer satisfaction through language use
Holmqvist, Jonas
;
Van Vaerenbergh, Yves
;
Lunardo, Renaud
; …
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 115-129
Persistent link: https://www.econbiz.de/10012102960
Saved in:
11
Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.
;
Richards, Keith A.
;
Calantone, Roger J.
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
Saved in:
12
Dual control of salesforce in partially integrated channels
Kim, Stephen K.
;
Tiwana, Amrit
- In:
Journal of retailing
93
(
2017
)
3
,
pp. 304-316
Persistent link: https://www.econbiz.de/10011744839
Saved in:
13
Identifying sales performance gaps with internal benchmarking
Claro, Danny Pimentel
;
Kamakura, Wagner A.
- In:
Journal of retailing
93
(
2017
)
4
,
pp. 401-419
Persistent link: https://www.econbiz.de/10011790683
Saved in:
14
Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Alavi, Sascha
;
Wieseke, Jan
;
Guba, Jan Helge
- In:
Journal of retailing
92
(
2016
)
1
,
pp. 40-55
Persistent link: https://www.econbiz.de/10011484040
Saved in:
15
Should we fire him for that post?
Watson, Mary Anne
;
Lopiano, Gabrielle R.
- In:
Harvard business review : HBR
94
(
2016
)
3
,
pp. 103-107
Persistent link: https://www.econbiz.de/10011453152
Saved in:
16
The effectiveness of e-tailers' communication practices in stimulating sales of niche versus popular products
Meiseberg, Brinja
- In:
Journal of retailing
92
(
2016
)
3
,
pp. 319-332
Persistent link: https://www.econbiz.de/10011566707
Saved in:
17
The impact of pharmaceutical industry salesperson regulations, guidance statements, and laws on their sales behaviours : a taxonomy with managerial insights
Riggs, John F.
;
Widmier, Scott
;
Plank, Richard E.
- In:
International journal of pharmaceutical and healthcare …
10
(
2016
)
2
,
pp. 161-191
Persistent link: https://www.econbiz.de/10011591739
Saved in:
18
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
19
Getting beyond "show me the money" : an interview with Andris Zoltners
McGinn, Daniel
;
Zoltners, Andris A.
- In:
Harvard business review : HBR
93
(
2015
)
4
,
pp. 77-81
Persistent link: https://www.econbiz.de/10010514583
Saved in:
20
The right way to use compensation
Roberge, Mark
- In:
Harvard business review : HBR
93
(
2015
)
4
,
pp. 70-75
Persistent link: https://www.econbiz.de/10010514585
Saved in:
21
Who’s your most valuable salesperson?
Kumar, V.
;
Sunder, Sarang
;
Leone, Robert P.
- In:
Harvard business review : HBR
93
(
2015
)
4
,
pp. 62-68
Persistent link: https://www.econbiz.de/10010514587
Saved in:
22
How to really motivate salespeople
Chung, Doug J.
- In:
Harvard business review : HBR
93
(
2015
)
4
,
pp. 54-61
Persistent link: https://www.econbiz.de/10010514590
Saved in:
23
Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance
Rapp, Adam
;
Baker, Thomas L.
;
Bachrach, Daniel G.
; …
- In:
Journal of retailing
91
(
2015
)
2
,
pp. 358-369
Persistent link: https://www.econbiz.de/10011309647
Saved in:
24
Selling stem cell based biologics and salesforce alignment for the biomedical device industry
Jaeger, Benjamin
;
Kopf, Dennis
- In:
International journal of pharmaceutical and healthcare …
8
(
2014
)
4
,
pp. 414-429
Persistent link: https://www.econbiz.de/10010460791
Saved in:
25
Utilitarian and hedonic motivators of shoppers' decision to consult with salespeople
Haas, Alexander
;
Kenning, Peter
- In:
Journal of retailing
90
(
2014
)
3
,
pp. 428-441
Persistent link: https://www.econbiz.de/10010408212
Saved in:
26
Dismantling the sales machine
Adamson, Brent
;
Dixon, Matthew
;
Toman, Nicholas
- In:
Harvard business review : HBR
91
(
2013
)
11
,
pp. 102-109
Persistent link: https://www.econbiz.de/10010196107
Saved in:
27
Trust during retail encounters : a touchy proposition
Orth, Ulrich R.
;
Bouzdine-Chameeva, Tatiana
;
Brand, Kathrin
- In:
Journal of retailing
89
(
2013
)
3
,
pp. 301-314
Persistent link: https://www.econbiz.de/10009781853
Saved in:
28
Cognitive bias in salespersons in specialty drug selling of pharmaceutical industry
Wasuja, Sachin
;
Sagar, Mahim
;
Sushil
- In:
International journal of pharmaceutical and healthcare …
6
(
2012
)
4
,
pp. 310-335
Persistent link: https://www.econbiz.de/10009699710
Saved in:
29
Motivating salespeople : what really works
Steenburgh, Thomas
;
Ahearne, Michael
- In:
Harvard business review : HBR
90
(
2012
)
7/8
,
pp. 70-75
Persistent link: https://www.econbiz.de/10009568163
Saved in:
30
The end of solution sales
Adamson, Brent
;
Dixon, Matthew
;
Toman, Nicholas
- In:
Harvard business review : HBR
90
(
2012
)
7/8
,
pp. 61-68
Persistent link: https://www.econbiz.de/10009568164
Saved in:
31
Contextual factors and the creativity of frontline employees : the mediating effects of role stress and intrinsic motivation
Coelho, Filipe
;
Augusto, Mário Gomes
;
Lages, Luis Filipe
- In:
Journal of retailing
87
(
2011
)
1
,
pp. 31-45
Persistent link: https://www.econbiz.de/10009011980
Saved in:
32
Is certification for pharmaceutical sales representatives necessary?
Alkhateeb, Fadi M.
;
Baidoo, Patricia
;
Mikulskis Cavana, …
- In:
International journal of pharmaceutical and healthcare …
5
(
2011
)
3
,
pp. 222-233
Persistent link: https://www.econbiz.de/10009355307
Saved in:
33
An examination of frontline cross-functional integration during retail transactions
Arndt, Aaron D.
;
Karande, Kiran
;
Landry, Timothy D.
- In:
Journal of retailing
87
(
2011
)
2
,
pp. 225-241
Persistent link: https://www.econbiz.de/10009240254
Saved in:
34
The role of customer orientation as a moderator of the job demand-burnout-performance relationship : a surface-level trait perspective
Babakus, Emin
;
Yavas, Ugur
;
Ashill, Nicholas J.
- In:
Journal of retailing
85
(
2009
)
4
,
pp. 480-492
Persistent link: https://www.econbiz.de/10003930089
Saved in:
35
Rapport-building behaviors used by retail employees
Gremler, Dwayne D.
;
Gwinner, Kevin P.
- In:
Journal of retailing
84
(
2008
)
3
,
pp. 308-324
Persistent link: https://www.econbiz.de/10003782192
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->