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A Job Demands-Resources (JD-R) Perspective on New Product Selling : A Framework for Future Research

Zablah, Alex R. - 2011

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

Persistent link: https://www.econbiz.de/10013122559

Increased engagement or reduced exhaustion : which accounts for the effect of job resources on salesperson job outcomes?

Matthews, Lucy M.; Zablah, Alex R.; Hair, Joseph F.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 249-264

Persistent link: https://www.econbiz.de/10011532818

The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context

Beeler, Lisa L.; Chaker, Nawar N.; Gala, Prachi; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 95-113

Persistent link: https://www.econbiz.de/10012260098

Advanced introduction to sustainable competitive advantage in sales

Chonko, Lawrence B. - 2021

Persistent link: https://www.econbiz.de/10013336038

Salesperson moral identity and value co-creation

Itani, Omar S.; Chonko, Lawrence B.; Agnihotri, Raj - In: European journal of marketing 56 (2022) 2, pp. 500-531

Persistent link: https://www.econbiz.de/10013173438

Dienstleistungsqualität durch die "richtige" Beratung - eine Analyse beobachtbaren Beraterhandelns beim Verkauf von Gebrauchsgütern

Haas, Alexander - In: Dienstleistungsmarketing : Impulse für Forschung und …, (pp. 217-239). 2004

Persistent link: https://www.econbiz.de/10002767937

Selling and sales management : a bibliography

Chonko, Lawrence B.; Enis, Ben M. - 1980

Persistent link: https://www.econbiz.de/10000051172

Examining the impact of servant leadership on sales force performance

Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 257-275

Persistent link: https://www.econbiz.de/10003882822

Storytelling during retail sales encounters

Gilliam, David A.; Zablah, Alex R. - In: Journal of retailing and consumer services 20 (2013) 5, pp. 488-494

Persistent link: https://www.econbiz.de/10009768987

Verkauf und Kundenmanagement : eine prozessorientierte Konzeption

Diller, Hermann; Haas, Alexander; Ivens, Björn Sven - 2005

Persistent link: https://www.econbiz.de/10002538846

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