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Salespeople
16
Verkaufspersonal
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Agency theory
3
Einzelhandel
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Leistungsanreiz
3
Performance incentive
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Journal of marketing management : MM
Journal of marketing research
The journal of personal selling & sales management : JPSSM
152
Industrial marketing management : the international journal for industrial and high-tech firms
150
Journal of business research : JBR
107
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
42
Journal of marketing
37
Journal of business-to-business marketing
32
The service industries journal
28
Journal of marketing theory and practice
25
Journal of retailing
23
SpringerLink / Bücher
22
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
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Marketing letters : a journal of research in marketing
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
Management science : journal of the Institute for Operations Research and the Management Sciences
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
Harvard business review : HBR
8
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
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ECONIS (ZBW)
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1
Online training of salespeople : impact, heterogeneity, and spillover effects
Singh, Siddharth Shekhar
;
Sen, Ravi
;
Borle, Sharad
- In:
Journal of marketing research
59
(
2022
)
1
,
pp. 230-249
Persistent link: https://www.econbiz.de/10012801861
Saved in:
2
Increasing team performance by sharing success
Chen, Hua
;
Chung, Kevin
- In:
Journal of marketing research
58
(
2021
)
4
,
pp. 662-685
Persistent link: https://www.econbiz.de/10012593935
Saved in:
3
Involving sales managers in sales force compensation design
Waiser, Rob
- In:
Journal of marketing research
58
(
2021
)
1
,
pp. 182-201
Persistent link: https://www.econbiz.de/10012426510
Saved in:
4
Multiperiod contracting and salesperson effort profiles : the optimality of "hockey stick," "giving up," and "resting on laurels"
Jerath, Kinshuk
;
Long, Fei
- In:
Journal of marketing research
57
(
2020
)
2
,
pp. 211-235
Persistent link: https://www.econbiz.de/10012180457
Saved in:
5
The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah
;
Murtha, Brian
;
Challagalla, Goutam
- In:
Journal of marketing research
57
(
2020
)
4
,
pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
Saved in:
6
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
7
Sales force compensation design for two-sided market platforms
Bhargava, Hemant K.
;
Rubel, Olivier
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 666-678
Persistent link: https://www.econbiz.de/10012177616
Saved in:
8
When salespeople manage customer relationships : multidimensional incentives and private information
Kim, Minkyung
;
Sudhir, K.
;
Uetake, Kosuke
;
Canales, Rodrigo
- In:
Journal of marketing research
56
(
2019
)
5
,
pp. 749-766
Persistent link: https://www.econbiz.de/10012177637
Saved in:
9
Psychological contracts and independent sales contractors : an examination of the predictors of contractor-level outcomes
Finch, David J.
;
Hillenbrand, Carola
;
O'Reilly, Norm
; …
- In:
Journal of marketing management : MM
31
(
2015
)
17/18
,
pp. 1924-1964
Persistent link: https://www.econbiz.de/10011406214
Saved in:
10
The value of knowing what customers really want : the impact of salesperson ability to read non-verbal cues of affect on service quality
Puccinelli, Nancy M.
;
Andrzejewski, Susan A.
;
Markos, Ereni
- In:
Journal of marketing management : MM
29
(
2013
)
3/4
,
pp. 356-373
Persistent link: https://www.econbiz.de/10009761873
Saved in:
11
Investigating customer-oriented deviance (COD) from a frontline employee's perspective
Leo, Cheryl
;
Russell-Bennett, Rebekah
- In:
Journal of marketing management : MM
28
(
2012
)
7/8
,
pp. 865-886
Persistent link: https://www.econbiz.de/10009577003
Saved in:
12
The mall as bazaar : how kiosks influence consumer shopping behaviour
Runyan, Rodney
;
Kim, Jung-hwan
;
Baker, Julie
- In:
Journal of marketing management : MM
28
(
2012
)
1/2
,
pp. 85-102
Persistent link: https://www.econbiz.de/10009489009
Saved in:
13
Individual and contextual influences on the affective commitment of retail salespeople
Simintiras, Antonis
;
Watkins, Alan J.
;
Ifie, Kemefasu
; …
- In:
Journal of marketing management : MM
28
(
2012
)
11/12
,
pp. 1377-1398
Persistent link: https://www.econbiz.de/10009702001
Saved in:
14
Service marketing and subjectivity: the shaping of customer-oriented employees
Skålén, Per
- In:
Journal of marketing management : MM
25
(
2009
)
7/8
,
pp. 795-809
Persistent link: https://www.econbiz.de/10003886242
Saved in:
15
A typology of roles for avatars in online retailing
MacGoldrick, Peter J.
;
Keeling, Kathleen A.
;
Beatty, …
- In:
Journal of marketing management : MM
24
(
2008
)
3/4
,
pp. 33-461
Persistent link: https://www.econbiz.de/10003710734
Saved in:
16
An empirical study of salesperson stereotypes amongst UK students and their implications for recruitment
Lee, Nick
;
Sandfield, Anna
;
Dhaliwal, Baljit
- In:
Journal of marketing management : MM
23
(
2007
)
7/8
,
pp. 723-744
Persistent link: https://www.econbiz.de/10003558870
Saved in:
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