//--> //--> //-->
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:"Journal of the Academy of Marketing Science"
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:"Verkauf"
Narrow search
Delete all filters
| 1 applied filter
Year of publication
From:
To:
Subject
All
Selling
28
Verkauf
28
Salespeople
21
Verkaufspersonal
21
B-to-B-Marketing
6
Beziehungsmarketing
6
Business-to-business marketing
6
Relationship marketing
6
Sales management
6
Consumer behaviour
4
Führungsstil
4
Konsumentenverhalten
4
Leadership style
4
Personal selling
4
Sales
4
Salesperson performance
4
Strategic management
4
Strategisches Management
4
Decision
3
Entscheidung
3
Führungskräfte
3
Managers
3
Motivation
3
Resource-based view
3
Ressourcenorientierter Ansatz
3
Arbeitsgruppe
2
Customer satisfaction
2
Einzelhandel
2
Firm performance
2
Intrinsic motivation
2
Kundenzufriedenheit
2
Leadership
2
Leistungsmotivation
2
Marketing
2
Negotiations
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Product information
2
Produktinformation
2
more ...
less ...
Online availability
All
Undetermined
19
Free
3
Type of publication
All
Article
28
Type of publication (narrower categories)
All
Article in journal
28
Aufsatz in Zeitschrift
28
Collection of articles of several authors
1
Sammelwerk
1
Language
All
English
28
Author
All
Alavi, Sascha
3
Habel, Johannes
3
Hughes, Douglas E.
3
Wieseke, Jan
3
Ahearne, Michael
2
Cron, William L.
2
Good, Valerie
2
Hulland, John
2
Plouffe, Christopher R.
2
Atefi, Yashar
1
Baldauf, Artur
1
Barclay, Donald W.
1
Bolander, Willy
1
Boles, James Sanders
1
Bonney, Leff
1
Borgh, Michel van der
1
Brady, Michael
1
Böhm, Eva
1
Clarm, Ronald A.
1
Claro, Danny Pimentel
1
Dahl, Darren W.
1
DeCarlo, Thomas E.
1
Donthu, Naveen
1
Evans, Kenneth R.
1
Garrett, Jason
1
Goldsmith, Ronald E.
1
Gonzalez, Gabriel R.
1
Gopalakrishna, Srinath
1
Grisaffe, Douglas B.
1
Grossenbacher, Samuel
1
Guenzi, Paolo
1
Haumann, Till
1
Hayati, Babak
1
Haytko, Diana L.
1
Hochstein, Bryan
1
Hoegg, JoAndrea
1
Hollenbeck, John R.
1
Jong, Ad de
1
Kassemeier, Roland
1
Kirca, Ahmet H.
1
more ...
less ...
Published in...
All
Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
120
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
55
Journal of personal selling & sales management
54
SpringerLink / Bücher
50
The journal of business & industrial marketing
43
Journal of marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
Journal of business-to-business marketing
16
European journal of marketing : EJM
15
Journal of retailing and consumer services
15
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
Springer eBook Collection / Business and Economics
14
Discussion paper / Centre for Economic Policy Research
13
European journal of operational research : EJOR
13
Journal of strategic marketing
13
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
12
Harvard business review : HBR
12
Management science : journal of the Institute for Operations Research and the Management Sciences
12
European journal of marketing
10
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
NBER working paper series
10
Working paper / National Bureau of Economic Research, Inc.
10
Business horizons
9
Der Verkaufsberater
9
Journal of retailing
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Sales management : a multinational perspective
9
The Oxford handbook of strategic sales and sales management
9
Vision : the journal of business perspective
9
Europäische Hochschulschriften / 5
8
International journal of production economics
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
8
Springer eBook Collection
8
Asia Pacific journal of marketing and logistics
7
International journal of industrial organization
7
more ...
less ...
Source
All
ECONIS (ZBW)
28
Showing
1
-
28
of
28
Sort
Relevance
Date (newest first)
Date (oldest first)
1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling
Jong, Ad de
;
Zacharias, Nicolas
;
Nijssen, E. J.
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
2
,
pp. 304-326
Persistent link: https://www.econbiz.de/10012434107
Saved in:
3
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:
4
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
5
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
6
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
7
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
8
Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham
;
Shankar, Venkatesh
;
Varadarajan, Rajan
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
Saved in:
9
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
10
Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan
;
Mengüç, Bülent
;
Panagopoulos, Nikolaos G.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
Saved in:
11
How nutrition information influences online food sales
Peng, Zou
;
Liu, Jingwen
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
6
,
pp. 1132-1150
Persistent link: https://www.econbiz.de/10012153448
Saved in:
12
How intrafirm intermediary salespeople connect sales to marketing and product development
Gonzalez, Gabriel R.
;
Claro, Danny Pimentel
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
5
,
pp. 795-814
Persistent link: https://www.econbiz.de/10012107320
Saved in:
13
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
14
The impact of a sales team’s perceived entitativity on customer satisfaction
Wang, Chen
;
Hoegg, JoAndrea
;
Dahl, Darren W.
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
2
,
pp. 190-211
Persistent link: https://www.econbiz.de/10011844768
Saved in:
15
Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der
;
Schepers, Jeroen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
Saved in:
16
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Mayberry, Robert
;
Boles, James Sanders
;
Donthu, Naveen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 879-894
Persistent link: https://www.econbiz.de/10011924781
Saved in:
17
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
18
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:
19
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
20
A contingency model of emotional intelligence in professional selling
McFarland, Richard G.
;
Rode, Joseph C.
;
Shervani, …
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
1
,
pp. 108-118
Persistent link: https://www.econbiz.de/10011434894
Saved in:
21
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
22
An offer you can't refuse : consumer perceptions of sales pressure
Zboja, James J.
;
Clarm, Ronald A.
;
Haytko, Diana L.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 806-821
Persistent link: https://www.econbiz.de/10011614120
Saved in:
23
Does marketing and sales integration always pay off? : evidence from a social capital perspective
Rouziès, Dominique
;
Hulland, John
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 511-527
Persistent link: https://www.econbiz.de/10010417560
Saved in:
24
The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.
;
Baldauf, Artur
;
Leigh, Thomas W.
; …
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
Saved in:
25
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:
26
Perceived marketing-sales relationship effectiveness : a matter of justice
Hulland, John
;
Nenkov, Gergana Y.
;
Barclay, Donald W.
- In:
Journal of the Academy of Marketing Science
40
(
2012
)
3
,
pp. 450-467
Persistent link: https://www.econbiz.de/10009548612
Saved in:
27
Customer value impact of sales contests
Garrett, Jason
;
Gopalakrishna, Srinath
- In:
Journal of the Academy of Marketing Science
38
(
2010
)
6
,
pp. 775-786
Persistent link: https://www.econbiz.de/10008779085
Saved in:
28
Retailing management
In:
Journal of the Academy of Marketing Science
13
(
1985
)
3
,
pp. 147-316
Persistent link: https://www.econbiz.de/10001020251
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->