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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

Displays in food retailing : an evaluation from a sales perspective

Diederichs, Lorenz; Göbl, Martin - In: Journal of Applied Leadership and Management 6 (2018), pp. 47-65

Purpose: Marketing literature has previously and repeatedly outlined the positive sales effects of displays in food …

Persistent link: https://www.econbiz.de/10012028884

Reinventing the customer shopping experience : value (co-)creation, shopping motivations and typologies in curated fashion retailing

Sebald, Anna Kathrin - 2018

Persistent link: https://www.econbiz.de/10011974137

Re-designing adaptive selling strategies : the role of different types of shopping companions

Scholz, Tobias M.; Redler, Jörn; Pagel, Sven - In: Review of managerial science : RMS 15 (2021) 5, pp. 1243-1280

Persistent link: https://www.econbiz.de/10012549751

Sell on, sell to, or sell through : the sales performance implications of brand-platform selling arrangements

Wang, Hao; Good, Valerie; Lim, Joon Ho; Hsieh, Ming Huei - 2024

Persistent link: https://www.econbiz.de/10015164556

Salesperson goal orientations and the selling performance relationship : the critical role of mediation and moderation

Terho, Harri; Kairisto-Mertanen, Liisa; Bellenger, Danny; … - In: Journal of business market management : JBM 6 (2013) 2, pp. 70-90

Over the last two decades studies have demonstrated the importance of goal orientations in the context of selling and … goal orientations, selling experience, adaptive selling and salesperson selling performance, we confirm the established … findings indicate that the effectiveness of learning orientation is contingent on selling experience and it affects performance …

Persistent link: https://www.econbiz.de/10009761766

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

The association between selling orientation and customer orientation and sales success has been a matter of intensive … research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which … attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer …

Persistent link: https://www.econbiz.de/10014246502

Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes

Klarmann, Martin; Wouters, Marc - In: Journal of personal selling & sales management : JPSSM 43 (2023) 1, pp. 46-64

Persistent link: https://www.econbiz.de/10014293059

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

The next age of retailing : learning from influencers' strategies

Rosengren, Sara; Campbell, Colin L.; Farrell, Justine Rapp - In: NIM marketing intelligence review : NIM MIR 17 (2025) 1, pp. 18-23

Typically, influencers are considered a promotional tool that can help retailers and brands draw attention to their offers. Their impact on the retail landscape is, however, more profound. Influencers are not just changing consumer behavior-they are forcing retailers to rethink their entire...

Persistent link: https://www.econbiz.de/10015417037