//--> //--> //--> //-->
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
~accessRights:"restricted"
~subject:"Führungsstil"
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:"Verkaufsleiter"
Narrow search
Delete all filters
| 2 applied filters
Year of publication
From:
To:
Subject
All
Führungsstil
Salespeople
968
Verkaufspersonal
968
Verkauf
458
Selling
457
Beziehungsmarketing
278
Relationship marketing
278
B-to-B-Marketing
153
Business-to-business marketing
153
Consumer behaviour
141
Konsumentenverhalten
141
Sales
106
Lieferantenmanagement
101
Supplier relationship management
101
Arbeitsleistung
91
Job performance
91
Arbeitszufriedenheit
82
Job satisfaction
82
Customer satisfaction
75
Kundenzufriedenheit
75
Arbeitsverhalten
74
Work behaviour
74
Einzelhandel
73
Retail trade
73
Emotion
69
Leistungsmotivation
69
Sales performance
69
Work motivation
69
Dienstleistungsqualität
65
Service quality
65
Customer service
57
Kundenservice
57
Absatz
55
Performance measurement
54
Performance-Messung
54
Leadership style
53
Theorie
51
Theory
51
Marketing management
49
Marketingmanagement
48
more ...
less ...
Online availability
All
Undetermined
Free
8
Type of publication
All
Article
53
Type of publication (narrower categories)
All
Article in journal
52
Aufsatz in Zeitschrift
52
Aufsatz im Buch
1
Book section
1
Language
All
English
53
Author
All
Schwepker, Charles H. <Jr.>
6
Luu Trong Tuan
3
Vieira, Valter Afonso
3
Agnihotri, Raj
2
Ahmad, Bilal
2
Akhtar, Nadeem
2
Badrinarayanan, Vishag
2
Ahearne, Michael
1
Akbar, Muhammad Imad Ud Din
1
Akutsu, Satoshi
1
Alavi, Sascha
1
Anderson, Rolph E.
1
Atefi, Yashar
1
Aydin, Samet
1
Babalola, Mayowa
1
Bagozzi, Richard P.
1
Bakeshloo, Khashayar Afshar
1
Baldauf, Artur
1
Bande, Belen
1
Bande, Belén
1
Belschak, Frank
1
Boehnke, Susan E.
1
Bolander, Willy
1
Boukis, Achilleas
1
Bouzari, Mona
1
Briggs, Elten
1
Chaker, Nawar N.
1
Chatterjee, Sheshadri
1
Chaudhuri, Ranjan
1
Chen, Xiao-Ping
1
Chiang, Jack Ting-Ju
1
Cron, William L.
1
Daunt, Kate L.
1
Domingues, Juliano
1
Edwards, Bryan D.
1
Fernández-Ferrín, Pilar
1
Flaherty, Karen
1
Flaherty, Karen E.
1
Fu, Na
1
Gao, Ronnie
1
more ...
less ...
Published in...
All
Journal of business research : JBR
6
Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of personal selling & sales management : JPSSM
4
Journal of the Academy of Marketing Science
4
Journal of business-to-business marketing
3
The journal of business & industrial marketing
3
Asia Pacific journal of marketing and logistics
2
Journal of retailing and consumer services
2
Journal of service theory and practice
2
The journal of personal selling & sales management : JPSSM
2
Tourism management : research, policies, practice
2
Academia : revista Latinoamericana de administración
1
Business and Economic Research : BER
1
EuroMed journal of business
1
Human performance
1
Human relations : towards the integration of the social sciences
1
International journal of business excellence
1
International journal of contemporary hospitality management
1
Journal of business ethics : JOBE
1
Journal of leadership & organizational studies : JLOS
1
Journal of leadership & organizational studies : JLOS; official journal of the Midwest Academy of Management
1
Journal of management research
1
Journal of marketing theory and practice : JMTP
1
Journal of retailing
1
Journal of service research : JSR
1
Management decision : MD
1
Marketing letters : a journal of research in marketing
1
Personnel review
1
The Oxford handbook of strategic sales and sales management
1
The journal of services marketing
1
more ...
less ...
Source
All
ECONIS (ZBW)
53
Showing
1
-
50
of
53
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
Invigorating the spirit of being adaptive : examining the role of spiritual leadership in adaptive selling
Usman, Muhammad
;
Khalid, Adeel
;
Saeed, Munazza
; …
- In:
Journal of business research : JBR
177
(
2024
),
pp. 1-12
Persistent link: https://www.econbiz.de/10014550985
Saved in:
2
Exploring the dark side of managerial upselling emphasis : exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Yeniaras, Volkan
;
Gölgeci, Ismail
;
Kaya, Ilker
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 238-252
Persistent link: https://www.econbiz.de/10014530424
Saved in:
3
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
4
Whose customer orientation? : exploring the relationships between leaders, team customer orientation climate and customer satisfaction
Zhao, Xin
;
Fu, Na
;
Liang, Xiaoning
- In:
Journal of service theory and practice
33
(
2023
)
5
,
pp. 629-646
Persistent link: https://www.econbiz.de/10014339767
Saved in:
5
Collectively crafting the sales job : linking charismatic leadership to sales teams' performance
Luu Trong Tuan
- In:
Personnel review
52
(
2023
)
8
,
pp. 2048-2069
Persistent link: https://www.econbiz.de/10014428545
Saved in:
6
Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership
Ahmad, Bilal
;
Yuan, Jingbo
;
Akhtar, Nadeem
;
Waheed, Abdul
- In:
Asia Pacific journal of marketing and logistics
35
(
2023
)
11
,
pp. 2785-2807
Persistent link: https://www.econbiz.de/10014430285
Saved in:
7
Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance
Kalra, Ashish
;
Briggs, Elten
;
Schrock, Wyatt
- In:
Journal of business research : JBR
154
(
2023
),
pp. 1-12
Persistent link: https://www.econbiz.de/10013468779
Saved in:
8
Putting the customer at the center : does store managers' ethical leadership make a difference in authentic customer orientation?
Ruiz-Palomino, Pablo
;
Linuesa-Langreo, Jorge
; …
- In:
Academia : revista Latinoamericana de administración
36
(
2023
)
2
,
pp. 269-288
Persistent link: https://www.econbiz.de/10014305916
Saved in:
9
Leading remotely in a time of crisis : relationships with emotional intelligence
Wittmer, Jenell L. S.
;
Hopkins, Margaret M.
- In:
Journal of leadership & organizational studies : JLOS
29
(
2022
)
2
,
pp. 176-189
Persistent link: https://www.econbiz.de/10013257154
Saved in:
10
Fostering engagement among emotionally exhausted frontline employees in financial services sector
Sahi, Gurjeet Kaur
;
Roy, Sanjit
;
Singh, Tisha
- In:
Journal of service theory and practice
32
(
2022
)
3
,
pp. 400-431
Persistent link: https://www.econbiz.de/10013273029
Saved in:
11
Big data analytics in strategic sales performance : mediating role of CRM capability and moderating role of leadership support
Chatterjee, Sheshadri
;
Chaudhuri, Ranjan
;
Vrontis, Demetris
- In:
EuroMed journal of business
17
(
2022
)
3
,
pp. 295-311
Persistent link: https://www.econbiz.de/10013362466
Saved in:
12
Servant leadership effects on salesperson self-efficacy, performance, job satisfaction, and turnover intentions
Westbrook, Kevin W.
;
Peterson, Robert M.
- In:
Journal of business-to-business marketing
29
(
2022
)
2
,
pp. 153-175
Persistent link: https://www.econbiz.de/10013359017
Saved in:
13
Identifying aggressive versus ethical sales supervision in B2B service recovery : a multilevel perspective
Ahmad, Bilal
;
Liu, Da
;
Akhtar, Nadeem
;
Akbar, Muhammad …
- In:
Asia Pacific journal of marketing and logistics
34
(
2022
)
10
,
pp. 2331-2349
Persistent link: https://www.econbiz.de/10013553003
Saved in:
14
The effect of honest and humble leadership on salesperson customer orientation
Ryan Kirkland, Julia C.
;
Edwards, Bryan D.
;
Flaherty, …
- In:
Journal of business research : JBR
130
(
2021
),
pp. 49-58
Persistent link: https://www.econbiz.de/10012544764
Saved in:
15
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:
16
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:
17
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
18
Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance : a research note
Vieira, Valter Afonso
;
Negreiros, Leticia Fernandes de
; …
- In:
Journal of retailing
97
(
2021
)
3
,
pp. 347-358
Persistent link: https://www.econbiz.de/10013256047
Saved in:
19
The pull-to-stay effect : influence of sales managers' leadership worthiness on salesperson turnover intentions
Badrinarayanan, Vishag
;
Gupta, Aditya
;
Chaker, Nawar N.
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
1
,
pp. 39-55
Persistent link: https://www.econbiz.de/10012483628
Saved in:
20
Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons : dual mediation paths and moderating role of service role identity
Luu Trong Tuan
;
Vu Thanh Ngan
- In:
Journal of retailing and consumer services
60
(
2021
),
pp. 1-14
Persistent link: https://www.econbiz.de/10012502636
Saved in:
21
We have emotions but can't show them! : authoritarian leadership, emotion suppression climate, and team performance
Chiang, Jack Ting-Ju
;
Chen, Xiao-Ping
;
Liu, Haiyang
; …
- In:
Human relations : towards the integration of the social …
74
(
2021
)
7
,
pp. 1082-1111
Persistent link: https://www.econbiz.de/10012522718
Saved in:
22
Confronting the customer-engagement paradox in sales leader succession
Lemken, Russell K.
;
Rowe, William J.
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
3
,
pp. 286-300
Persistent link: https://www.econbiz.de/10012483466
Saved in:
23
Transformational leadership effects on salespeople's attitudes, striving, and performance
Gao, Ronnie
;
Murphy, William H.
;
Anderson, Rolph E.
- In:
Journal of business research : JBR
110
(
2020
),
pp. 237-245
Persistent link: https://www.econbiz.de/10012237844
Saved in:
24
Effects of customer incivility on frontline employees and the moderating role of supervisor leadership style
Boukis, Achilleas
;
Koritos, Christos
;
Daunt, Kate L.
; …
- In:
Tourism management : research, policies, practice
77
(
2020
),
pp. 1-14
Persistent link: https://www.econbiz.de/10012151947
Saved in:
25
Linking authentic leadership to salespeople's service performance : the roles of job crafting and human resource flexibility
Luu Trong Tuan
- In:
Industrial marketing management : the international …
84
(
2020
),
pp. 89-104
Persistent link: https://www.econbiz.de/10012162466
Saved in:
26
Mirroring the boss : ethical leadership, emulation intentions, and salesperson performance
Badrinarayanan, Vishag
;
Ramachandran, Indu
;
Madhavaram, …
- In:
Journal of business ethics : JOBE
159
(
2019
)
3
,
pp. 897-912
Persistent link: https://www.econbiz.de/10012109109
Saved in:
27
A qualitative study of leader behaviors perceived to enable salesperson performance
Peesker, Karen M.
;
Ryals, Lynette J.
;
Rich, Gregory A.
; …
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
4
,
pp. 319-333
Persistent link: https://www.econbiz.de/10012200893
Saved in:
28
Impact of supportive leadership on perceived sales team cohesion : mediation of critical thinking and moderation of empowerment
Yelamanchili, Rama Krishna
- In:
International journal of business excellence
18
(
2019
)
4
,
pp. 508-526
Persistent link: https://www.econbiz.de/10012145690
Saved in:
29
Using ethical leadership to improve business-to-business salesperson performance : the mediating roles of trust in manager and ethical ambiguity
Schwepker, Charles H. <Jr.>
- In:
Journal of business-to-business marketing
26
(
2019
)
2
,
pp. 141-158
Persistent link: https://www.econbiz.de/10012196278
Saved in:
30
Servant leadership, proactive work behavior, and performance overall rating : testing a multilevel model of moderated mediation
Varela, Jose A.
;
Bande, Belen
;
Río Araujo, Marisa del
; …
- In:
Journal of business-to-business marketing
26
(
2019
)
2
,
pp. 177-195
Persistent link: https://www.econbiz.de/10012196284
Saved in:
31
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:
32
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:
33
The role of leader's humility in facilitating frontline employees' deep acting and turnover : the moderating role of perceived customer-oriented climate
Zhou, Jinyi
;
Li, Yawen
- In:
Journal of leadership & organizational studies : JLOS; …
25
(
2018
)
3
,
pp. 353-367
Persistent link: https://www.econbiz.de/10011915164
Saved in:
34
The transformation of professional selling : implications for leading the modern sales organization
Marcos Cuevas, Javier
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 198-208
Persistent link: https://www.econbiz.de/10011822573
Saved in:
35
The moderating effect of managers' leadership behavior on salespeople's self-efficacy
Vieira, Valter Afonso
;
Perin, Marcelo Gattermann
; …
- In:
Journal of retailing and consumer services
40
(
2018
),
pp. 150-162
Persistent link: https://www.econbiz.de/10011801890
Saved in:
36
Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.>
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 72-87
Persistent link: https://www.econbiz.de/10011690139
Saved in:
37
Reducing salesperson job stress and unethical intent : the influence of leader-member exchange relationship, socialization and ethical ambiguity
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 205-218
Persistent link: https://www.econbiz.de/10011776017
Saved in:
38
The interactive effects of goal orientation and leadership style on sales performance
Domingues, Juliano
;
Vieira, Valter Afonso
;
Agnihotri, Raj
- In:
Marketing letters : a journal of research in marketing
28
(
2017
)
4
,
pp. 637-649
Persistent link: https://www.econbiz.de/10011780891
Saved in:
39
Test of a mediation model of psychological capital among hotel salespeople
Bouzari, Mona
;
Karatepe, Osman M.
- In:
International journal of contemporary hospitality management
29
(
2017
)
8
,
pp. 2178-2197
Persistent link: https://www.econbiz.de/10011783613
Saved in:
40
Shared leadership and team effectiveness : the examination of LMX differentiation and servant leadership on the emergence and consequences of shared leadership
Wang, Linlin
;
Jiang, Wan
;
Liu, Zhiying
;
Ma, Xifang
- In:
Human performance
30
(
2017
)
4
,
pp. 155-168
Persistent link: https://www.econbiz.de/10011805397
Saved in:
41
The trickle-down effect of servant leadership on frontline employee service behaviors and performance : a multilevel study of Chinese hotels
Ling, Qian
;
Lin, Meizhen
;
Wu, Xiaoyi
- In:
Tourism management : research, policies, practice
52
(
2016
),
pp. 341-368
Persistent link: https://www.econbiz.de/10011418435
Saved in:
42
Does a retailer's charisma matter? : a study of frontline employee perceptions of charisma in the retail setting
Lindblom, Arto
;
Kajalo, Sami
;
Mitronen, Lasse
- In:
The journal of services marketing
30
(
2016
)
3
,
pp. 266-276
Persistent link: https://www.econbiz.de/10011524372
Saved in:
43
The role of status and leadership style in sales contests : a natural field experiment
Verbeke, Willem J. M. I.
;
Bagozzi, Richard P.
; …
- In:
Journal of business research : JBR
69
(
2016
)
10
,
pp. 4112-4120
Persistent link: https://www.econbiz.de/10011553934
Saved in:
44
How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China
Wang, Jiang
;
Gu, Qinxuan
- In:
Management decision : MD
54
(
2016
)
2
,
pp. 455-475
Persistent link: https://www.econbiz.de/10011459622
Saved in:
45
Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting
Bande, Belén
;
Fernández-Ferrín, Pilar
;
Varela Neira, …
- In:
The journal of business & industrial marketing
31
(
2016
)
2
,
pp. 219-231
Persistent link: https://www.econbiz.de/10011486512
Saved in:
46
Servant leadership, distributive justice and commitment to customer value in the salesforce
Schwepker, Charles H. <Jr.>
- In:
The journal of business & industrial marketing
31
(
2016
)
1
,
pp. 70-82
Persistent link: https://www.econbiz.de/10011539340
Saved in:
47
Ethical leadership in the salesforce : effects on salesperson customer orientation, commitment to customer value and job stress
Schwepker, Charles H. <Jr.>
;
Ingram, Thomas N.
- In:
The journal of business & industrial marketing
31
(
2016
)
7
,
pp. 914-927
Persistent link: https://www.econbiz.de/10011564161
Saved in:
48
Authentic leadership in sales management : the effects on salespeople's task related outcomes
Aydin, Samet
;
Kaya, Nihat
- In:
Business and Economic Research : BER
6
(
2016
)
2
,
pp. 133-155
Persistent link: https://www.econbiz.de/10011589398
Saved in:
49
The differential effects of functional vis-à-vis relational customer orientation on salesperson creativity
Miao, C. Fred
;
Wang, Guangping
- In:
Journal of business research : JBR
69
(
2016
)
12
,
pp. 6021-6030
Persistent link: https://www.econbiz.de/10011597695
Saved in:
50
Securing frontline employee support after an ethical scandal : the moderating impact of response strategies
Walter, Benjamin von
;
Wentzel, Daniel
;
Tomczak, Torsten
- In:
Journal of service research : JSR
19
(
2016
)
4
,
pp. 417-432
Persistent link: https://www.econbiz.de/10011606978
Saved in:
1
2
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->