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Sales behaviour
95
Verkaufsverhalten
95
Salespeople
32
Verkaufspersonal
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Consumer behaviour
18
Konsumentenverhalten
18
USA
17
United States
17
Selling
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Verkauf
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Customer satisfaction
9
Kundenzufriedenheit
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Kaufentscheidung
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Purchase decision
4
Unternehmenskultur
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Ferrell, Odies C.
3
Alhouti, Sarah
2
Arndt, Aaron D.
2
Bonney, Leff
2
Borgh, Michel van der
2
Davis, Lenita
2
Ferrell, Linda
2
Hamwi, G. Alexander
2
Hochstein, Bryan W.
2
Johnston, Mark W.
2
Lindsay, Greg
2
Magnolfi, Jennifer
2
Marshall, Greg W.
2
Rutherford, Brian N.
2
Waber, Ben
2
Adair, Wendi L.
1
Alavi, Sascha
1
Allon, Gad
1
Andrews, Martha C.
1
Anthony, Christina I.
1
Ariely, Dan
1
Asami, Yasushi
1
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1
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1
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1
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Journal of marketing theory and practice
12
Journal of marketing theory and practice : JMTP
7
Psychology & marketing
6
Academy of Management journal : AMJ
3
The journal of product innovation management : an international publication of the Product Development & Management Association
3
Aktuelle Aspekte in der Dienstleistungsforschung : [im November 2013 fand an der Ludwig-Maximilians-Universität München der 17. Workshop Dienstleistungsmarketing statt, der vom Institut für Marketing ausgerichtet wurde]
2
European journal of marketing : EJM
2
Harvard-Business-Manager : das Wissen der Besten
2
International journal of selection and assessment
2
Journal of business research : JBR
2
Journal of consumer research : JCR ; an interdisciplinary bimonthly
2
Journal of retailing and consumer services
2
Marketing letters : a journal of research in marketing
2
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
2
The journal of personal selling & sales management : JPSSM
2
Accounting, organizations and society : an international journal devoted to the behavioural, organizational and social aspects of accounting
1
American economic journal : a journal of the American Economic Association
1
American economic review
1
Brand the Future : systematische Markenentwicklung im B2B
1
British journal of management : BJM
1
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
1
Die Unternehmung : Swiss journal of business research and practice ; Organ der Schweizerischen Gesellschaft für Betriebswirtschaft (SGB)
1
Facetten des Konsumenten- und Käuferverhaltens in Theorie und Praxis
1
Frontiers of business research in China : selected publications from Chinese universities
1
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
1
Harvard business review : HBR
1
Herausforderungen der internationalen marktorientierten Unternehmensführung : Festschrift für Reinhard Hünerberg
1
Human performance
1
Information systems and technology for organizational agility, intelligence, and resilience
1
International journal of hospitality management
1
International journal of management practice : IJMP
1
International studies of management and organization
1
Journal of Islamic marketing : JIMA
1
Journal of customer behaviour
1
Journal of diversity management
1
Journal of economic theory
1
Journal of managerial issues : JMI
1
Journal of political economy
1
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
1
Journal of retailing
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ECONIS (ZBW)
96
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1
When and how artificial intelligence augments employee creativity
Jia, Nan
;
Luo, Xueming
;
Fang, Zheng
;
Liao, Chengcheng
- In:
Academy of Management journal : AMJ
67
(
2024
)
1
,
pp. 5-32
Persistent link: https://www.econbiz.de/10014507994
Saved in:
2
Monopoly pricing, optimal randomization, and resale
Loertscher, Simon
;
Muir, Ellen V.
- In:
Journal of political economy
130
(
2022
)
3
,
pp. 566-635
Persistent link: https://www.econbiz.de/10012876177
Saved in:
3
Bargaining under the illusion of transparency
Madarász, Kristóf
- In:
American economic review
111
(
2021
)
11
,
pp. 3500-3539
Persistent link: https://www.econbiz.de/10012656020
Saved in:
4
The roles of consumer entitlement, persuasion knowledge, and perceived product knowledge on perceptions of sales pressure
Zboja, James J.
;
Brudvig, Susan
;
Laird, Mary Dana
; …
- In:
Journal of marketing theory and practice : JMTP
29
(
2021
)
4
,
pp. 435-447
Persistent link: https://www.econbiz.de/10012607669
Saved in:
5
The sales ethics subculture
Marshall, Greg W.
;
Ferrell, Odies C.
;
Bush, Victoria
; …
- In:
The SAGE handbook of marketing ethics
,
(pp. 457-473)
.
2021
Persistent link: https://www.econbiz.de/10012306638
Saved in:
6
Seeking consumer forgiveness : face management by frontline employees
Bath, Jatinderpreet Kaur
;
Bawa, Anupam
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
4
,
pp. 387-402
Persistent link: https://www.econbiz.de/10012483475
Saved in:
7
An examination of pro-stakeholder unethical behavior in the sales ethics subculture
Merkle, Adam C.
;
Hair, Joseph F.
;
Ferrell, Odies C.
; …
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
4
,
pp. 418-435
Persistent link: https://www.econbiz.de/10012483478
Saved in:
8
Who do I look at? : mutual gaze in triadic sales encounters
Arndt, Aaron D.
;
Khoshghadam, Leila
;
Evans, Kenneth R.
- In:
Journal of business research : JBR
111
(
2020
),
pp. 91-101
Persistent link: https://www.econbiz.de/10012237782
Saved in:
9
The Austrian view and value co-creation process in solution-oriented firms : a seven stage, "solution prototyping" framework
Plouffe, Christopher R.
;
Nagel, Duane
;
Bonney, Leff
; …
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
1
,
pp. 79-97
Persistent link: https://www.econbiz.de/10012181637
Saved in:
10
A wearable sales assistant : capturing dynamic nonverbal communication behaviors using sensor technology
Pauser, Sandra
;
Wagner, Udo
- In:
Marketing letters : a journal of research in marketing
30
(
2019
)
1
,
pp. 13-25
Persistent link: https://www.econbiz.de/10012016695
Saved in:
11
Conceptualizing and measuring perceived service complexity
Kostopoulos, Ioannis
;
Boukis, Achilleas
;
Lodorfos, George
- In:
Journal of marketing theory and practice : JMTP
27
(
2019
)
1
,
pp. 38-54
Persistent link: https://www.econbiz.de/10012181607
Saved in:
12
Harnessing internal support to enhance customer relationships : the role of networking, helping, and allocentrism
Bradford, Kevin Duane
;
Liu, Yongmei
;
Shi, Yuying
; …
- In:
Journal of marketing theory and practice : JMTP
27
(
2019
)
2
,
pp. 140-158
Persistent link: https://www.econbiz.de/10012181613
Saved in:
13
A new direction for sales ethics research : the sales ethics subculture
Ferrell, Odies C.
;
Johnston, Mark W.
;
Marshall, Greg W.
; …
- In:
Journal of marketing theory and practice : JMTP
27
(
2019
)
3
,
pp. 282-297
Persistent link: https://www.econbiz.de/10012181621
Saved in:
14
Subscription ticket sales for symphony orchestras : are flexible subscription tickets sustainable?
Pompe, Jeffrey J.
;
Tamburri, Lawrence
;
Munn, Johnathan
- In:
Managerial and decision economics : MDE ; the …
39
(
2018
)
1
,
pp. 71-78
Persistent link: https://www.econbiz.de/10011969055
Saved in:
15
A two-step econometric estimation of covariates of side selling : the case of coffee cooperatives in Southwest Ethiopia
Shumeta, Zekarias
;
Haese, Marijke d'
;
Verbeke, Willem …
- In:
The journal of development studies : JDS
54
(
2018
)
10
,
pp. 1775-1791
Persistent link: https://www.econbiz.de/10012169598
Saved in:
16
Kundenansprache in Zeiten digitaler Transformation
Reinartz, Werner J.
- In:
Marketing Weiterdenken : Zukunftspfade für eine …
,
(pp. 123-137)
.
2018
Persistent link: https://www.econbiz.de/10011740993
Saved in:
17
Clear signals or ambiguity? : how long-buyers and short-sellers react differently to competitive actions
Hughes-Morgan, Margaret
;
Ferrier, Walter J.
;
Morgan, Fred W.
- In:
Journal of managerial issues : JMI
30
(
2018
)
1
,
pp. 63-81
Persistent link: https://www.econbiz.de/10011820200
Saved in:
18
Kunden effektiv faszinieren
Caro, Sönke
;
Nolte, Oliver
- In:
Brand the Future : systematische Markenentwicklung im B2B
,
(pp. 167-174)
.
2017
Persistent link: https://www.econbiz.de/10011565759
Saved in:
19
Blueprinting für Messegesellschaften : zum systematischen Strukturieren und optimieren des Dienstleistungsprozesses "Messe" - mit Konzentration auf den Kundentyp "Aussteller"
Riedel, Klaus
- In:
Stakeholder im Fokus : Management-Ansätze für …
,
(pp. 219-256)
.
2017
Persistent link: https://www.econbiz.de/10011614375
Saved in:
20
The role of emotions on frontline employee turnover intentions
Cho, Yoon-Na
;
Rutherford, Brian N.
;
Friend, Scott B.
; …
- In:
Journal of marketing theory and practice
25
(
2017
)
1
,
pp. 57-68
Persistent link: https://www.econbiz.de/10011654472
Saved in:
21
Incorporating a counterproductive work behavior perspective into the salesperson deviance literature : intentionally harmful acts and motivations for sales deviance
Hochstein, Bryan W.
;
Lilly, Bryan
;
Stanley, Sarah M.
- In:
Journal of marketing theory and practice
25
(
2017
)
1
,
pp. 86-103
Persistent link: https://www.econbiz.de/10011654490
Saved in:
22
Alternative mechanisms guiding salespersons' ambidextrous product selling
Borgh, Michel van der
;
Jong, Ad de
;
Nijssen, E. J.
- In:
British journal of management : BJM
28
(
2017
)
2
,
pp. 331-353
Persistent link: https://www.econbiz.de/10011684401
Saved in:
23
The role of affective brand commitment on sales effort
Fu, Frank Q.
;
Elliott, Michael T.
;
Mano, Haim
; …
- In:
Journal of marketing theory and practice
25
(
2017
)
3
,
pp. 257-273
Persistent link: https://www.econbiz.de/10011738267
Saved in:
24
Discordant vs. harmonious selves : the effects of identity conflict and enhancement on sales performance in employee-customer interactions
Ramarajan, Lakshmi
;
Rothbard, Nancy P.
;
Wilk, Steffanie L.
- In:
Academy of Management journal : AMJ
60
(
2017
)
6
,
pp. 2208-2238
Persistent link: https://www.econbiz.de/10011793712
Saved in:
25
Breaking the rules, not the law : the potential risks of counterproductive work behaviors among overqualified employees
Fine, Saul
;
Edward, Michal
- In:
International journal of selection and assessment
25
(
2017
)
4
,
pp. 401-405
Persistent link: https://www.econbiz.de/10011822883
Saved in:
26
Fearless dominance and performance in field sales : a predictive study
Titze, Julia
;
Blickle, Gerhard
;
Wihler, Andreas
- In:
International journal of selection and assessment
25
(
2017
)
3
,
pp. 299-310
Persistent link: https://www.econbiz.de/10011823627
Saved in:
27
Influence of salespersons' nonverbal communication cues on consumer shopping behaviour
Gopal, Das
- In:
Journal of retailing and consumer services
31
(
2016
),
pp. 199-206
Persistent link: https://www.econbiz.de/10011528634
Saved in:
28
How angry customer complaints influence salesperson commitment to service quality
Tao, Kungpo
;
Karande, Kiran
;
Arndt, Aaron D.
- In:
Journal of marketing theory and practice
24
(
2016
)
3
,
pp. 265-282
Persistent link: https://www.econbiz.de/10011532821
Saved in:
29
The effect of individual market orientation on sales performance : an integrated framework for assessing the role of formal and informal communications
Lai, Christine Jaushyuam
- In:
Journal of marketing theory and practice
24
(
2016
)
3
,
pp. 328-343
Persistent link: https://www.econbiz.de/10011532957
Saved in:
30
Die Erneuerung des Vertriebs
Stern, Rainer
- In:
Harvard-Business-Manager : das Wissen der Besten
38
(
2016
)
2
,
pp. 62-69
Persistent link: https://www.econbiz.de/10011535144
Saved in:
31
The disciplining effect of concern for referrals : evidence from real estate agents
Shi, Lan
;
Tapia, Christina
- In:
Real estate economics : journal of the American Real …
44
(
2016
)
2
,
pp. 411-461
Persistent link: https://www.econbiz.de/10011482533
Saved in:
32
Employees' emotional reactions to customer deal requests
Gillison, Stephanie T.
;
Northington, William Magnus
; …
- In:
Journal of marketing theory and practice
24
(
2016
)
2
,
pp. 147-165
Persistent link: https://www.econbiz.de/10011489599
Saved in:
33
Dynamic and static asking prices in the Sydney housing market
Khezr, Peyman
;
Menezes, Flávio Marques
- In:
The economic record : er
92
(
2016
)
297
,
pp. 209-221
Persistent link: https://www.econbiz.de/10011562490
Saved in:
34
The importance of product/service quality for frontline marketing employee outcomes : the moderating effect of leader-member exchange (LMX)
Hall, Kristina K. Lindsey
;
Baker, Thomas L.
;
Andrews, …
- In:
Journal of marketing theory and practice
24
(
2016
)
1
,
pp. 23-41
Persistent link: https://www.econbiz.de/10011450444
Saved in:
35
Optimal list price and duration of vacancy in the housing market in Tokyo
Gu, Jianping
;
Asami, Yasushi
- In:
Review of urban & regional development studies : …
28
(
2016
)
3
,
pp. 182-201
Persistent link: https://www.econbiz.de/10011715662
Saved in:
36
Assessing sale strategies in online markets using matched listings
Einav, Liran
;
Kuchler, Theresa
;
Levin, Jonathan
; …
- In:
American economic journal : a journal of the American …
7
(
2015
)
2
,
pp. 215-247
Persistent link: https://www.econbiz.de/10011282796
Saved in:
37
Toward understanding persuasion expressions : the activation of attitudes
Whittler, Tommy E.
;
Manolis, Chris
- In:
Psychology & marketing
32
(
2015
)
8
,
pp. 874-890
Persistent link: https://www.econbiz.de/10011307816
Saved in:
38
Seller's information sharing strategy to counter a bid from a rival supplier : a study of negotiations in two cultures
Roy, Abhik
;
Menasco, Michael B.
- In:
Journal of marketing theory and practice
23
(
2015
)
4
,
pp. 455-469
Persistent link: https://www.econbiz.de/10011340219
Saved in:
39
The thin line between love and hate of attention : the customer shopping experience
Alhouti, Sarah
;
Gillespie, Erin Adamson
;
Chang, Woojung
; …
- In:
Journal of marketing theory and practice
23
(
2015
)
4
,
pp. 415-433
Persistent link: https://www.econbiz.de/10011340222
Saved in:
40
The ambivalent consumer : a sequential investigation of response amplification in buyer-seller encounters
Bush, Victoria D.
;
Yang, Lifeng
;
Hill, Katerina E.
- In:
Journal of marketing theory and practice
23
(
2015
)
4
,
pp. 402-414
Persistent link: https://www.econbiz.de/10011340223
Saved in:
41
Positive and negative social reactions to salesperson deviance
Hochstein, Bryan W.
;
Bonney, Leff
;
Clark, Melissa
- In:
Journal of marketing theory and practice
23
(
2015
)
3
,
pp. 303-320
Persistent link: https://www.econbiz.de/10011312658
Saved in:
42
Zum Geleit : dem Kundenverhalten angepasste Verkaufswege
Guß, Dirk
- In:
Marktplätze im Umbruch : digitale Strategien für …
,
(pp. 37-41)
.
2015
Persistent link: https://www.econbiz.de/10011441018
Saved in:
43
Humor in Dienstleistungsinteraktionen : was wir (nicht) wissen
Kleinaltenkamp, Michael
;
Mathies, Christine
;
Gansky, Sarah
- In:
Aktuelle Aspekte in der Dienstleistungsforschung : [im …
,
(pp. 145-161)
.
2015
Persistent link: https://www.econbiz.de/10010469028
Saved in:
44
Customer service recovery : the challenge of misbehavior in service encounters
Jerger, Christina
- In:
Aktuelle Aspekte in der Dienstleistungsforschung : [im …
,
(pp. 119-143)
.
2015
Persistent link: https://www.econbiz.de/10010469029
Saved in:
45
Der Wert der Gestaltung
Waber, Ben
;
Magnolfi, Jennifer
;
Lindsay, Greg
- In:
Harvard-Business-Manager : das Wissen der Besten
37
(
2015
)
1
,
pp. 34-44
Persistent link: https://www.econbiz.de/10010461069
Saved in:
46
Unwanted pursuit behavior : understanding salespeople's desire to pursue and desire to avoid customers
Alhouti, Sarah
;
Butler, Timothy D.
;
Johnson, Catherine M.
; …
- In:
Journal of marketing theory and practice
22
(
2014
)
4
,
pp. 385-400
Persistent link: https://www.econbiz.de/10010510252
Saved in:
47
Social resilience in action : subversive uses of mobile technology in Brazil
Braga, Adriana Andrade
;
Logan, Robert K.
- In:
Information systems and technology for organizational …
,
(pp. 297-315)
.
2014
Persistent link: https://www.econbiz.de/10010361891
Saved in:
48
Do retailers really profit from ambidextrous managers? : the impact of frontline mechanisms on new and existing product selling performance
Borgh, Michel van der
;
Scherpers, Jeroen J. L.
- In:
The journal of product innovation management : an …
31
(
2014
)
4
,
pp. 710-727
Persistent link: https://www.econbiz.de/10010375911
Saved in:
49
The significance of the new venture's first sale : the impact of founders' capabilities and proactive sales orientation
Pitkänen, Ilona
;
Parvinen, Petri
;
Töytäri, Pekka
- In:
The journal of product innovation management : an …
31
(
2014
)
4
,
pp. 680-694
Persistent link: https://www.econbiz.de/10010375923
Saved in:
50
Financial incentrives and salesperson time orientation in new product launch : a longitudinal study
Beuk, Frederik
;
Malter, Alan J.
;
Spanjol, Jelena
; …
- In:
The journal of product innovation management : an …
31
(
2014
)
4
,
pp. 647-663
Persistent link: https://www.econbiz.de/10010375936
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