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Journal of marketing theory and practice
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1
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:
2
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:
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 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:
5
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:
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
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:
9
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:
10
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:
11
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:
12
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:
13
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:
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
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:
16
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:
17
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:
18
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:
19
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:
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
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:
23
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:
24
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:
25
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:
26
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:
27
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:
28
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:
29
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:
30
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:
31
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:
32
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:
33
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:
34
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:
35
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:
36
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:
37
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:
38
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:
39
Workspaces that move people
Waber, Ben
;
Magnolfi, Jennifer
;
Lindsay, Greg
- In:
Harvard business review : HBR
92
(
2014
)
10
,
pp. 68-77
Persistent link: https://www.econbiz.de/10010417527
Saved in:
40
Do interviewers sell themselves short? : the effects of selling orientation on interviewers' judgments
Marr, Jennifer Carson
;
Cable, Daniel M.
- In:
Academy of Management journal : AMJ
57
(
2014
)
3
,
pp. 624-651
Persistent link: https://www.econbiz.de/10010396131
Saved in:
41
Internal auditors' use of interpersonal likability, arguments, and accounting information in a corporate governance setting
Fanning, Kirsten
;
Piercey, M. David
- In:
Accounting, organizations and society : an …
39
(
2014
)
8
,
pp. 575-589
Persistent link: https://www.econbiz.de/10010437004
Saved in:
42
The structured employment interview : narrative and quantitative review of the research literature
Levashina, Julia
;
Hartwell, Christopher J.
;
Morgeson, …
- In:
Personnel psychology : a journal of applied research
67
(
2014
)
1
,
pp. 241-293
Persistent link: https://www.econbiz.de/10010341751
Saved in:
43
The waiter spit in my soup! : antecedents of customer-directed counterproductive work behavior
Hunter, Emily M.
;
Penney, Lisa M.
- In:
Human performance
27
(
2014
)
3
,
pp. 262-281
Persistent link: https://www.econbiz.de/10010400068
Saved in:
44
Salespersons' guanxi orientation, communication, and manifest conflict : an empirical study in China
Zhang, Zaixiao
;
Zhang, Mingli
- In:
Psychology & marketing
31
(
2014
)
9
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010405127
Saved in:
45
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:
46
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:
47
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
Saved in:
48
Attractive chameleons sell : the mimicry-attractiveness link
Kulesza, Wojciech
;
Szypowska, Zofia
;
Jarman, Matthew S.
; …
- In:
Psychology & marketing
31
(
2014
)
7
,
pp. 549-561
Persistent link: https://www.econbiz.de/10010382581
Saved in:
49
Shopping under the influence : nonverbal appearance-based communicator cues affect consumer judgments
Bashir, Nadia Y.
;
Rule, Nicholas O.
- In:
Psychology & marketing
31
(
2014
)
7
,
pp. 539-548
Persistent link: https://www.econbiz.de/10010382583
Saved in:
50
Emotional ability and nonverbal communication
Kidwell, Blair
;
Hasford, Jonathan
- In:
Psychology & marketing
31
(
2014
)
7
,
pp. 526-538
Persistent link: https://www.econbiz.de/10010382585
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