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isPartOf:"Human performance"
~isPartOf:"International journal of research in marketing : IJRM ; official journal of the European Marketing Academy"
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Salespeople
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4
Job performance
4
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Human performance
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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
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Journal of marketing
37
Journal of business-to-business marketing
32
SpringerLink / Bücher
28
The service industries journal
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Journal of business ethics : JOBE
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Journal of marketing education : JME
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European journal of marketing : EJM
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The Oxford handbook of strategic sales and sales management
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International journal of retail & distribution management
14
Psychology & marketing
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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
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
Journal of marketing management : MM
8
Journal of marketing research
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
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
2
A measurement model of the dimensions and types of informal organizational control : an empirical test in a B2B sales context
Malek, Stacey L.
;
Sarin, Shikhar
;
Jaworski, Bernard J.
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
2
,
pp. 415-442
Persistent link: https://www.econbiz.de/10013271759
Saved in:
3
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
4
Acquiring customers through online marketplaces? : the effect of marketplace sales on sales in a retailer's own channels
Maier, Erik
;
Wieringa, Jaap E.
- In:
International journal of research in marketing : IJRM ; …
38
(
2021
)
2
,
pp. 311-328
Persistent link: https://www.econbiz.de/10012591033
Saved in:
5
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:
6
Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance
Claro, Danny Pimentel
;
Ramos, Carla
;
Gonzalez, Gabriel R.
; …
- In:
International journal of research in marketing : IJRM ; …
37
(
2020
)
1
,
pp. 74-92
Persistent link: https://www.econbiz.de/10012288646
Saved in:
7
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:
8
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:
9
Understanding the "why" as well as the "how" : service performance is a function of prosocial motives and emotional labor
Maneotis, Sarina M.
;
Grandey, Alicia
;
Krauss, Autumn D.
- In:
Human performance
27
(
2014
)
1
,
pp. 80-97
Persistent link: https://www.econbiz.de/10010344828
Saved in:
10
Predicting sales performance criteria with personality measures : the use of the general factor of personality, the big five and narrow traits
Sitser, Thomas
;
Linden, Dimitri van der
;
Born, Marise Ph.
- In:
Human performance
26
(
2013
)
2
,
pp. 126-149
Persistent link: https://www.econbiz.de/10009762386
Saved in:
11
Gaining access to intrafirm knowledge : an internal market perspective on knowledge sharing
Verbeke, Willem J. M. I.
;
Belschak, Frank
;
Bagozzi, …
- In:
Human performance
24
(
2011
)
3
,
pp. 205-230
Persistent link: https://www.econbiz.de/10009296568
Saved in:
12
Managing sales teams in a virtual environment
Rapp, Adam
;
Ahearne, Michael
;
Mathieu, John E.
;
Rapp, Tammy
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
3
,
pp. 213-224
Persistent link: https://www.econbiz.de/10008664541
Saved in:
13
Delegation of pricing authority to the sales force : an agency-theoretic perspective of its determinants and impact on performance/ Heiko Frenzen; Ann-Kristin Hansen; Manfred Kraff...
Frenzen, Heiko
;
Hansen, Ann-Kristin
;
Krafft, Manfred
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 58-68
Persistent link: https://www.econbiz.de/10003960762
Saved in:
14
Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Wilken, Robert
;
Cornelißen, Markus
;
Backhaus, Klaus
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 69-82
Persistent link: https://www.econbiz.de/10003960769
Saved in:
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