//--> //--> //-->
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:"European journal of marketing : EJM"
~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:"Salespersons"
Narrow search
Delete all filters
| 2 applied filters
Year of publication
From:
To:
Subject
All
Salespeople
41
Verkaufspersonal
41
Beziehungsmarketing
13
Einzelhandel
13
Relationship marketing
13
Retail trade
13
Consumer behaviour
11
Konsumentenverhalten
11
Selling
11
Verkauf
11
Arbeitsleistung
9
Arbeitszufriedenheit
9
Job performance
9
Job satisfaction
9
Customer satisfaction
8
Kundenzufriedenheit
8
Personality psychology
6
Persönlichkeitspsychologie
6
Arbeitsverhalten
5
Customer service
5
Kundenservice
5
Leistungsmotivation
5
Work behaviour
5
Work motivation
5
Customer orientation
4
Dienstleistungsqualität
4
Führungsstil
4
Leadership style
4
Service quality
4
Erfolgsfaktor
3
Frontline employees
3
Internal communication
3
Interne Kommunikation
3
Organizational identification
3
Sales performance
3
Success factor
3
USA
3
United States
3
Arbeitsgruppe
2
Betriebsklima
2
more ...
less ...
Online availability
All
Undetermined
20
Type of publication
All
Article
41
Type of publication (narrower categories)
All
Article in journal
41
Aufsatz in Zeitschrift
41
Language
All
English
41
Author
All
Wieseke, Jan
3
Alavi, Sascha
2
Babakus, Emin
2
Harris, Lloyd C.
2
Yavas, Ugur
2
Zablah, Alex R.
2
Agnihotri, Raj
1
Ahearne, Michael
1
Angell, Robert J.
1
Anisimova, Tatiana
1
Arndt, Aaron D.
1
Ashill, Nicholas J.
1
Augusto, Mário Gomes
1
Bachrach, Daniel G.
1
Badrinarayanan, Vishag
1
Baker, Thomas L.
1
Bakeshloo, Khashayar Afshar
1
Balaji, M. S.
1
Baldus, Brian
1
Beitelspacher, Lauren Skinner
1
Blessing, Gerald
1
Bolander, Willy
1
Borders, Aberdeen Leila
1
Bouzdine-Chameeva, Tatiana
1
Boyd, Eric
1
Brand, Kathrin
1
Brown, Tom
1
Cadogan, John W.
1
Calantone, Roger J.
1
Chekariu, Cristian
1
Chen, Annie Huiling
1
Claro, Danny Pimentel
1
Coelho, Filipe
1
Dahlén, Micael
1
Danaher, Tracey S.
1
Dant, Rajiv P.
1
Dimitriadis, Sergios
1
Dixon, Andrea
1
Echchakoui, Said
1
Evans, Kenneth R.
1
more ...
less ...
Published in...
All
European journal of marketing : EJM
Journal of retailing
Industrial marketing management : the international journal for industrial and high-tech firms
154
The journal of personal selling & sales management : JPSSM
152
Journal of business research : JBR
109
Journal of personal selling & sales management : JPSSM
76
The journal of business & industrial marketing
76
Journal of the Academy of Marketing Science
64
Journal of retailing and consumer services
42
Journal of marketing
37
Journal of business-to-business marketing
34
The service industries journal
29
Journal of marketing theory and practice
25
SpringerLink / Bücher
22
Journal of business ethics : JOBE
20
Journal of marketing education : JME
20
Journal of marketing research : JMR
19
The Oxford handbook of strategic sales and sales management
15
European journal of marketing
14
International journal of retail & distribution management
14
Psychology & marketing
14
Journal of marketing theory and practice : JMTP
13
Journal of service research
13
Journal of service research : JSR
12
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
11
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
Marketing letters : a journal of research in marketing
11
Journal of marketing channels : ... distribution systems, strategy, and management
10
Journal of strategic marketing
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
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
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)
41
Showing
1
-
41
of
41
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
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:
2
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:
3
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:
4
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:
5
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:
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
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:
8
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:
9
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:
10
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:
11
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:
12
Effects of frontline employee role overload on customer responses and sales performance : moderator and mediators
Jha, Subhash
;
Balaji, M. S.
;
Yavas, Ugur
;
Babakus, Emin
- In:
European journal of marketing : EJM
51
(
2017
)
2
,
pp. 282-303
Persistent link: https://www.econbiz.de/10011661678
Saved in:
13
Effect of salesperson personality on sales performance from the customer's perspective : application of socioanalytic theory
Echchakoui, Said
- In:
European journal of marketing : EJM
51
(
2017
)
9/10
,
pp. 1739-1767
Persistent link: https://www.econbiz.de/10011755504
Saved in:
14
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:
15
The effectiveness of matching sales influence tactics to consumers’ avoidance versus approach shopping motivations
Guo, Wenxia
;
Main, Kelley
- In:
European journal of marketing : EJM
51
(
2017
)
9/10
,
pp. 1577-1596
Persistent link: https://www.econbiz.de/10011755188
Saved in:
16
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:
17
Unintended effects of marketing messages on salespeople's cynicism
Seriki, Olalekan K.
;
Evans, Kenneth R.
;
Jeon, Hyo Jin
; …
- In:
European journal of marketing : EJM
50
(
2016
)
5/6
,
pp. 1047-1072
Persistent link: https://www.econbiz.de/10011529783
Saved in:
18
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:
19
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:
20
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:
21
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:
22
Professional sales coaching : an integrative review and research agenda
Badrinarayanan, Vishag
;
Dixon, Andrea
;
West, Vicki L.
; …
- In:
European journal of marketing : EJM
49
(
2015
)
7/8
,
pp. 1087-1113
Persistent link: https://www.econbiz.de/10011338812
Saved in:
23
Service workers' job performance : the roles of personality traits, organizational identification, and customer orientation
He, Hongwei
;
Wang, Weiyue
;
Zhu, Weichun
;
Harris, Lloyd C.
- In:
European journal of marketing : EJM
49
(
2015
)
11/12
,
pp. 1751-1776
Persistent link: https://www.econbiz.de/10011449315
Saved in:
24
Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate
Chen, Annie Huiling
;
Peng, Norman
;
Hung, Kuang-peng
- In:
European journal of marketing : EJM
49
(
2015
)
9/10
,
pp. 1616-1644
Persistent link: https://www.econbiz.de/10011409521
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
The effect of teams on customer knowledge processing, esprit de corps and account performance in international key account management
Salojärvi, Hanna
;
Saarenketo, Sami
- In:
European journal of marketing : EJM
47
(
2013
)
5/6
,
pp. 987-1005
Persistent link: https://www.econbiz.de/10009763930
Saved in:
27
The role of affiliation, attractiveness and personal connection in consumer-company identification
Marín, Longinos
;
Ruiz de Maya, Salvador
- In:
European journal of marketing : EJM
47
(
2013
)
3/4
,
pp. 655-673
Persistent link: https://www.econbiz.de/10009733000
Saved in:
28
Sales manager support : fostering emotional health in salespeople
Kemp, Elyria
;
Borders, Aberdeen Leila
;
Ricks, Joe M. <Jr.>
- In:
European journal of marketing : EJM
47
(
2013
)
3/4
,
pp. 635-654
Persistent link: https://www.econbiz.de/10009733003
Saved in:
29
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:
30
The role of the sales employee in securing customer satisfaction
Evanschitzky, Heiner
;
Sharma, Arun
;
Prykop, Catja
- In:
European journal of marketing : EJM
46
(
2012
)
3/4
,
pp. 489-508
Persistent link: https://www.econbiz.de/10009535669
Saved in:
31
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:
32
A study of work-family conflict, family-work conflict and the contingent effect of self-efficacy of retail salespeople in a transitional economy
Chekariu, Cristian
;
Stump, Rodney L.
- In:
European journal of marketing : EJM
45
(
2011
)
11/12
,
pp. 1660-1679
Persistent link: https://www.econbiz.de/10009539448
Saved in:
33
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:
34
Fraudulent consumer returns: exploiting retailers' return policies
Harris, Lloyd C.
- In:
European journal of marketing : EJM
44
(
2010
)
6
,
pp. 730-747
Persistent link: https://www.econbiz.de/10003989123
Saved in:
35
The performance implications of company-salesperson corporate brand misalignment
Anisimova, Tatiana
;
Mavondo, Felix T.
- In:
European journal of marketing : EJM
44
(
2010
)
6
,
pp. 771-795
Persistent link: https://www.econbiz.de/10003989128
Saved in:
36
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:
37
An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Paparoidamis, Nicholas G.
;
Guenzi, Paolo
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 1053-1075
Persistent link: https://www.econbiz.de/10009525810
Saved in:
38
Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes : an initial investigation
Panagopoulos, Nikolaos
;
Dimitriadis, Sergios
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 1008-1031
Persistent link: https://www.econbiz.de/10009525812
Saved in:
39
The effects of coaching on salespeople's attitudes and behaviours : a contingency approach
Onyemah, Vincent
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 938-960
Persistent link: https://www.econbiz.de/10009525817
Saved in:
40
Sales manager and sales team determinants of saleperson ethical behaviour
Cadogan, John W.
;
Lee, Nick
;
Tarkiainen, Anssi
; …
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 907-937
Persistent link: https://www.econbiz.de/10009525818
Saved in:
41
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...
//-->