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person:"Lee, Nick"
~person:"Hartmann, Nathaniel N."
~person:"Homburg, Christian"
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Salespeople
40
Verkaufspersonal
40
Selling
18
Verkauf
18
Beziehungsmarketing
13
Relationship marketing
13
Customer satisfaction
6
Kundenzufriedenheit
6
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5
Business ethics
5
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5
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5
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4
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Lee, Nick
Hartmann, Nathaniel N.
Homburg, Christian
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Rutherford, Brian N.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Lam, Son K.
16
Marshall, Greg W.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Plouffe, Christopher R.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Haas, Alexander
13
Hochstein, Bryan
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of business research : JBR
5
Journal of the Academy of Marketing Science
5
The journal of personal selling & sales management : JPSSM
5
Journal of marketing
4
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business ethics : JOBE
2
Journal of service research
2
European journal of marketing : EJM
1
Gabler Edition Wissenschaft
1
International journal of services technology and management
1
Journal of business ethics : JBE
1
Journal of marketing management : MM
1
Journal of personal selling & sales management
1
Kompetenz in Wissenschaft & Management
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ECONIS (ZBW)
40
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40
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40
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1
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
2
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
3
Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance : a salesperson-manager dyadic approach
Lussier, Bruno
;
Hartmann, Nathaniel N.
;
Bolander, Willy
- In:
Journal of business ethics : JBE
169
(
2021
)
4
,
pp. 747-766
Persistent link: https://www.econbiz.de/10012496038
Saved in:
4
Social anxiety and salesperson performance : the roles of mindful acceptance and perceived sales manager support
Lussier, Bruno
;
Philp, Matthew
;
Hartmann, Nathaniel N.
; …
- In:
Journal of business research : JBR
124
(
2021
),
pp. 112-125
Persistent link: https://www.econbiz.de/10012493844
Saved in:
5
Managing the sales force through the unexpected exogenous COVID-19 crisis
Hartmann, Nathaniel N.
;
Lussier, Bruno
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 101-111
Persistent link: https://www.econbiz.de/10012285340
Saved in:
6
Organizing for cross-selling : do it right, or not at all
Homburg, Christian
;
Böhler, Sina
;
Hohenberg, Sebastian
- In:
International journal of research in marketing : IJRM ; …
37
(
2020
)
1
,
pp. 56-73
Persistent link: https://www.econbiz.de/10012288643
Saved in:
7
Special issue: the interface of service and sales
Rapp, Adam
(
ed.
);
Baker, Thomas L.
(
ed.
); …
-
2020
Persistent link: https://www.econbiz.de/10012183536
Saved in:
8
The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam
;
Baker, Thomas L.
;
Hartmann, Nathaniel N.
; …
- In:
Journal of service research
23
(
2020
)
1
,
pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Saved in:
9
Three levels of ethical influences on selling behavior and performance : synergies and tensions
Kadic-Maglajlic, Selma
;
Micevski, Milena
;
Lee, Nick
; …
- In:
Journal of business ethics : JOBE
156
(
2019
)
2
,
pp. 377-397
Persistent link: https://www.econbiz.de/10012017534
Saved in:
10
Measurement in sales research
Hall, Zachary R.
(
ed.
);
Lee, Nick
(
ed.
)
-
2019
Persistent link: https://www.econbiz.de/10012200915
Saved in:
11
(Re) defining salesperson motivation : current status, main challenges, and research directions
Khusainova, Rushana
;
Jong, Ad de
;
Lee, Nick
;
Marshall, …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 2-29
Persistent link: https://www.econbiz.de/10011936232
Saved in:
12
Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople : a multi-group analysis
Hartmann, Nathaniel N.
;
Rutherford, Brian N.
;
Park, Jungkun
- In:
Journal of business research : JBR
70
(
2017
),
pp. 153-159
Persistent link: https://www.econbiz.de/10011620405
Saved in:
13
How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers : exploring the mediating role of customer-oriented behaviors
Lussier, Bruno
;
Hartmann, Nathaniel N.
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 160-170
Persistent link: https://www.econbiz.de/10011707104
Saved in:
14
Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions : a multi-level approach
Kadic-Maglajlic, Selma
;
Micevski, Milena
; …
- In:
Journal of business research : JBR
80
(
2017
),
pp. 53-62
Persistent link: https://www.econbiz.de/10011771437
Saved in:
15
Is it better to be both nice and nasty? : investigating the co-occurrence of sales manager aggressiveness and caring
Micevski, Milena
;
Kadic-Maglajlic, Selma
;
Banerjee, …
- In:
Journal of business research : JBR
80
(
2017
),
pp. 266-276
Persistent link: https://www.econbiz.de/10011771520
Saved in:
16
The catbird seat of the sales force : how sales force integration leads to new product success
Kuester, Sabine
;
Homburg, Christian
;
Hildesheim, Andreas
- In:
International journal of research in marketing : IJRM ; …
34
(
2017
)
2
,
pp. 462-479
Persistent link: https://www.econbiz.de/10011734893
Saved in:
17
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
18
Trends in optimization models of sales force management
Albers, Sönke
;
Raman, Kalyan
;
Lee, Nick
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
4
,
pp. 275-291
Persistent link: https://www.econbiz.de/10011415994
Saved in:
19
Psychological contract breach's antecedents and outcomes in salespeople : the roles of psychological climate, job attitudes, and turnover intention
Hartmann, Nathaniel N.
;
Rutherford, Brian N.
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 158-170
Persistent link: https://www.econbiz.de/10011422822
Saved in:
20
Delusive perception : antecedents and consequences of salespeople's misperception of customer commitment
Homburg, Christian
;
Bornemann, Torsten
;
Kretzer, Max
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
2
,
pp. 137-153
Persistent link: https://www.econbiz.de/10010345196
Saved in:
21
The effects of mentoring on salesperson commitment
Hartmann, Nathaniel N.
;
Rutherford, Brian N.
;
Hamwi, G. …
- In:
Journal of business research : JBR
66
(
2013
)
11
,
pp. 2294-2300
Persistent link: https://www.econbiz.de/10009789013
Saved in:
22
Revolution in sales : the impact of social media and related technology on the selling environment
Marshall, Greg W.
;
Moncrief, William C.
;
Rudd, John M.
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
3
,
pp. 349-363
Persistent link: https://www.econbiz.de/10009579253
Saved in:
23
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
Saved in:
24
When should the customer really be king? : on the optimum level of salesperson customer orientation in sales encounters
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
- In:
Journal of marketing
75
(
2011
)
2
,
pp. 55-74
Persistent link: https://www.econbiz.de/10008935843
Saved in:
25
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
26
International selling and sales management : sales force research beyond geographic boundaries
Baldauf, Artur
;
Lee, Nick
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
3
,
pp. 211-217
Persistent link: https://www.econbiz.de/10009270857
Saved in:
27
Measuring salesperson burnout : a reduced Maslach burnout inventory for sales researchers
Rutherford, Brian N.
;
Hamwi, G. Alexander
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
4
,
pp. 429-440
Persistent link: https://www.econbiz.de/10009389585
Saved in:
28
When does salespeople’s customer orientation lead to customer loyalty? : the differential effects of relational and functional customer orientation
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
6
,
pp. 795-812
Persistent link: https://www.econbiz.de/10010217998
Saved in:
29
Social influence on salespeople's adoption of sales technology : a multilevel analysis
Homburg, Christian
;
Wieseke, Jan
;
Kuehnl, Christina
- In:
Journal of the Academy of Marketing Science
38
(
2010
)
2
,
pp. 159-168
Persistent link: https://www.econbiz.de/10003980452
Saved in:
30
Stereotypes of Taiwanese salespeople at the service interface
Lee, Nick
;
Beatson, Amanda
;
Lin, Yuh-jiin
- In:
International journal of services technology and management
14
(
2010
)
2/3
,
pp. 217-232
Persistent link: https://www.econbiz.de/10003997674
Saved in:
31
When should the customer really be king? : on the optimum level of salesperson customer orientation in sales encounters
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
-
2010
Persistent link: https://www.econbiz.de/10008933750
Saved in:
32
When does salespeople's customer orientation lead to customer loyality? :the differential effects of relation and functional customer orientation
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
-
2010
Persistent link: https://www.econbiz.de/10008937919
Saved in:
33
A study of the attitudes towards unethical selling amongst Chinese salespeople
Lee, Nick
;
Beatson, Amanda
;
Garrett, Tony C.
;
Lings, Ian
; …
- In:
Journal of business ethics : JOBE
88
(
2009
),
pp. 497-515
Persistent link: https://www.econbiz.de/10003958841
Saved in:
34
Sales manager and sales team determinants of saleperson ethical behaviour
Cadogan, John W.
;
Lee, Nick
;
Tarkiainen, Anssi
; …
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 907-937
Persistent link: https://www.econbiz.de/10009525818
Saved in:
35
Implementing the marketing concept at the employee-customer interface : the role of customer need knowledge
Homburg, Christian
;
Wieseke, Jan
;
Bornemann, Torsten
- In:
Journal of marketing
73
(
2009
)
4
,
pp. 64-81
Persistent link: https://www.econbiz.de/10003860862
Saved in:
36
Understanding the adoption of new brands through salespeople : a multilevel framework
Wieseke, Jan
;
Homburg, Christian
;
Lee, Nick
- In:
Journal of the Academy of Marketing Science
36
(
2008
)
2
,
pp. 278-291
Persistent link: https://www.econbiz.de/10003725661
Saved in:
37
Neukundenakquisition : eine Erfolgsfaktorenanalyse für erklärungsbedürftige Produkte und Dienstleistungen
Fargel, Tim
;
Fargel, Tim Siu-Lung
-
2007
-
1. Aufl.
Persistent link: https://www.econbiz.de/10003480563
Saved in:
38
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:
39
The link between salespeople's job satisfaction and customer satisfaction in a business-to-business context : a dyadic analysis
Homburg, Christian
;
Stock-Homburg, Ruth
-
2003
Persistent link: https://www.econbiz.de/10001866778
Saved in:
40
The link between salespeople's job satisfaction and customer satisfaction in a business-to-business context : a dyadic analysis
Homburg, Christian
;
Stock-Homburg, Ruth
-
2003
Persistent link: https://www.econbiz.de/10002512381
Saved in:
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