//--> //--> //-->
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
subject:"Verkaufspersonal"
~person:"Wieseke, Jan"
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:"Selling"
Narrow search
Delete all filters
| 2 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Selling
13
Verkauf
13
Salespeople
11
Beziehungsmarketing
5
Relationship marketing
5
B-to-B-Marketing
3
Business-to-business marketing
3
Employee retention
3
Mitarbeiterbindung
3
Sales performance
3
Außendienst
2
Consumer behaviour
2
Customer satisfaction
2
Dienstleistungssektor
2
Erfolgsfaktor
2
Field sales force
2
Forecast
2
Forecasting model
2
Führungsstil
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leadership style
2
Organizational identification
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
Success factor
2
personal selling
2
Anreiz
1
Arbeitsgruppe
1
Arbeitsleistung
1
Bargaining theory
1
Bundling strategy
1
Business services
1
Competition
1
Decision
1
Decision strategy
1
Dienstleistung
1
more ...
less ...
Online availability
All
Undetermined
5
Free
2
Type of publication
All
Article
11
Type of publication (narrower categories)
All
Article in journal
11
Aufsatz in Zeitschrift
11
Language
All
English
11
Author
All
Wieseke, Jan
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
Schmitz, Christian
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Rangarajan, Deva
10
Bush, Alan J.
9
Lee, Nick
9
Marshall, Greg W.
9
Rapp, Adam
9
Bolander, Willy
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Moncrief, William C.
7
Peltier, James
7
Plouffe, Christopher R.
7
Sharma, Arun
7
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Haas, Alexander
6
Hochstein, Bryan
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
Claro, Danny Pimentel
5
DeCarlo, Thomas E.
5
Dingus, Rebecca
5
more ...
less ...
Published in...
All
Journal of the Academy of Marketing Science
3
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of personal selling & sales management
1
Journal of retailing
1
Journal of service research : JSR
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
more ...
less ...
Source
All
ECONIS (ZBW)
11
Showing
1
-
11
of
11
Sort
Relevance
Date (newest first)
Date (oldest first)
1
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
5
Perspectives on international collaboration in sales research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
6
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
7
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:
8
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:
9
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
10
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
11
Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->