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Salespeople
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17
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Hughes, Douglas E.
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Lam, Son K.
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Mengüç, Bülent
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Singh, Ramendra
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Alavi, Sascha
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Working paper series : WPS
The service industries journal
Journal of the Academy of Marketing Science
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 retailing and consumer services
42
Journal of marketing
37
Journal of business-to-business marketing
32
Journal of marketing theory and practice
25
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SpringerLink / Bücher
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Journal of business ethics : JOBE
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Journal of marketing education : JME
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Journal of marketing research : JMR
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European journal of marketing : EJM
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The Oxford handbook of strategic sales and sales management
15
International journal of retail & distribution management
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Psychology & marketing
14
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
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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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
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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
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
Avatar-mediated service encounters : impacts and research agenda
Watanabe, Kentaro
;
Ho, Bach Quang
- In:
The service industries journal
43
(
2023
)
3/4
,
pp. 134-153
Persistent link: https://www.econbiz.de/10014321569
Saved in:
4
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
5
Customer-focused voice and rule-breaking in the frontlines
Gazzoli, Gabriel
;
Chaker, Nawar N.
;
Zablah, Alex R.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 388-409
Persistent link: https://www.econbiz.de/10012819765
Saved in:
6
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
7
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
8
Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Forkmann, Sebastian
;
Mullins, Ryan
;
Henneberg, Stephan
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 615-638
Persistent link: https://www.econbiz.de/10013199139
Saved in:
9
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:
10
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:
11
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
12
On salesperson judgment and decision making
Lam, Son K.
;
Borgh, Michel van der
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
5
,
pp. 855-863
Persistent link: https://www.econbiz.de/10012614771
Saved in:
13
Does your skin color matter in buyer-seller negotiations? : the implications of being a Black salesperson
Gligor, David
;
Newman, Christopher
;
Kashmiri, Saim
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
5
,
pp. 969-993
Persistent link: https://www.econbiz.de/10012614777
Saved in:
14
Operationalizing salesperson performance with secondary data : aligning practice, scholarship, and theory
Bolander, Willy
;
Chaker, Nawar N.
;
Pappas, Alec
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 462-481
Persistent link: https://www.econbiz.de/10012548051
Saved in:
15
Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan
;
Mengüç, Bülent
;
Panagopoulos, Nikolaos G.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
Saved in:
16
Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian
;
Feurer, Sven
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
4
,
pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
Saved in:
17
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
18
Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.
;
DeCarlo, Thomas E.
;
Sharma, Ashish
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
4
,
pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
Saved in:
19
How intrafirm intermediary salespeople connect sales to marketing and product development
Gonzalez, Gabriel R.
;
Claro, Danny Pimentel
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
5
,
pp. 795-814
Persistent link: https://www.econbiz.de/10012107320
Saved in:
20
The impact of a sales team’s perceived entitativity on customer satisfaction
Wang, Chen
;
Hoegg, JoAndrea
;
Dahl, Darren W.
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
2
,
pp. 190-211
Persistent link: https://www.econbiz.de/10011844768
Saved in:
21
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:
22
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:
23
Customer query handling in sales interactions
Singh, Sunil
;
Marinova, Detelina
;
Singh, Jagdip
;
Evans, …
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 837-856
Persistent link: https://www.econbiz.de/10011924771
Saved in:
24
Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der
;
Schepers, Jeroen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
Saved in:
25
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Mayberry, Robert
;
Boles, James Sanders
;
Donthu, Naveen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 879-894
Persistent link: https://www.econbiz.de/10011924781
Saved in:
26
Frontline employees' nonverbal cues in service encounters : a double-edged sword
Lim, Elison Ai Ching
;
Lee, Yih Hwai
;
Foo, Maw Der
- In:
Journal of the Academy of Marketing Science
45
(
2017
)
5
,
pp. 657-676
Persistent link: https://www.econbiz.de/10011772291
Saved in:
27
Effects of work-family interface conflicts on salesperson behaviors : a double-edged sword
Miao, C. Fred
;
Wang, Guangping
- In:
Journal of the Academy of Marketing Science
45
(
2017
)
5
,
pp. 762-783
Persistent link: https://www.econbiz.de/10011772388
Saved in:
28
When, and how salespersons spend time with customers?
Singh, Ramendra
-
2011
Persistent link: https://www.econbiz.de/10009379493
Saved in:
29
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
30
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
31
An offer you can't refuse : consumer perceptions of sales pressure
Zboja, James J.
;
Clarm, Ronald A.
;
Haytko, Diana L.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 806-821
Persistent link: https://www.econbiz.de/10011614120
Saved in:
32
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
33
Using work design to motivate customer-oriented behaviors
Rayburn, Steven W.
;
Gilliam, David A.
- In:
The service industries journal
36
(
2016
)
7/8
,
pp. 339-355
Persistent link: https://www.econbiz.de/10011564148
Saved in:
34
SALCUSTOR : a multi-dimensional scale for salesperson's customer orientation and implications for customer-oriented selling
Singh, Ramendra
;
Koshy, Abraham
-
2010
Persistent link: https://www.econbiz.de/10003987563
Saved in:
35
Impact of apologetic vs defensive selling strategies under negative corporate publicity : exploring the role of customer trust and gratitude
Singh, Ramendra
;
Xie, Yi
-
2010
Persistent link: https://www.econbiz.de/10003987572
Saved in:
36
Salesperson's karma orientation : a conceptual framework and research propositions
Singh, Ramendra
;
Singh, Rakesh
-
2010
Persistent link: https://www.econbiz.de/10003987576
Saved in:
37
Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan
;
Bharadwaj, Sundar
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
Saved in:
38
Explicating customer orientation's influence on frontline employee satisfaction
Briggs, Elten
;
Jaramillo, Fernando
;
Noboa, Fabrizio
- In:
The service industries journal
35
(
2015
)
3
,
pp. 133-151
Persistent link: https://www.econbiz.de/10011296301
Saved in:
39
The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.
;
Baldauf, Artur
;
Leigh, Thomas W.
; …
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
Saved in:
40
When and how does sales team conflict affect sales team performance?
Auh, Seigyoung
;
Spyropoulou, Stavroula
;
Mengüç, Bülent
; …
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
6
,
pp. 658-679
Persistent link: https://www.econbiz.de/10010466641
Saved in:
41
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:
42
Customer orientation of frontline employees and organizational commitment
Ifie, Kemefasu
- In:
The service industries journal
34
(
2014
)
8
,
pp. 699-714
Persistent link: https://www.econbiz.de/10010385540
Saved in:
43
Salesperson's listening in buyer-seller service relationships
Román, Sergio
- In:
The service industries journal
34
(
2014
)
7
,
pp. 630-644
Persistent link: https://www.econbiz.de/10010385547
Saved in:
44
Selling financial services : the effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions
DeCarlo, Thomas E.
;
Laczniak, Russell N.
;
Leigh, Thomas W.
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
4
,
pp. 418-435
Persistent link: https://www.econbiz.de/10009776513
Saved in:
45
Service encounter in multi-channel dirstibution context : virtual and face-to-face interactions and consumer satisfaction
Seck, Anne Marianne
;
Philippe, Jean
- In:
The service industries journal
33
(
2013
)
6
,
pp. 565-579
Persistent link: https://www.econbiz.de/10009758782
Saved in:
46
Understanding social media effects across seller, retailer, and consumer interactions
Rapp, Adam
;
Beitelspacher, Lauren Skinner
;
Grewal, Dhruv
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
5
,
pp. 547-566
Persistent link: https://www.econbiz.de/10010126682
Saved in:
47
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
48
Gaining and leveraging customer-based competitive intelligence : the pivotal role of social capital and salesperson adaptive selling skills
Hughes, Douglas E.
;
Le Bon, Joël
;
Rapp, Adam
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 91-110
Persistent link: https://www.econbiz.de/10009719766
Saved in:
49
The interactive effects of sales control systems on salesperson performance : a job demands-resources perspective
Miao, C. Fred
;
Evans, Kenneth R.
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 73-90
Persistent link: https://www.econbiz.de/10009719768
Saved in:
50
Group influences of selling teams on industrial salespeople's cross-selling behavior
Schmitz, Christian
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 55-72
Persistent link: https://www.econbiz.de/10009719769
Saved in:
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