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isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Sales management"
~isPartOf:"Benchmarking : an international journal ; BIJ"
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6
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Alavi, Sascha
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Journal of the Academy of Marketing Science
Benchmarking : an international journal ; BIJ
The journal of business & industrial marketing
14
Industrial marketing management : the international journal for industrial and high-tech firms
10
Journal of business research : JBR
5
European journal of marketing
2
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European Parliament - Note
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International journal of retail & distribution management
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Italian journal of marketing : ITJM
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Journal of business ethics : JOBE
1
Journal of organizational effectiveness : people and performance ; JOEPP
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Journal of retailing
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Management decision : MD
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Marketing intelligence & planning
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Strategic outsourcing : an International journal
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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
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:
3
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:
4
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:
5
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:
6
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:
7
Assessing value co-creation and value capture potential in services : a management framework
Töytäri, Pekka
- In:
Benchmarking : an international journal ; BIJ
22
(
2015
)
2
,
pp. 254-274
Persistent link: https://www.econbiz.de/10011279602
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