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Salesperson knowledge distinct...
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Subject
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Verkauf
18
Salespeople
17
Verkaufspersonal
17
Selling
14
Beziehungsmarketing
7
Consumer behaviour
7
Konsumentenverhalten
7
Relationship marketing
7
B-to-B-Marketing
6
Business-to-business marketing
6
Physical distribution
6
Vertrieb
6
Management
5
Außendienst
3
Field sales force
3
Führungskräfte
3
Lieferantenmanagement
3
Managers
3
Marketingmanagement
3
Resource-based view
3
Ressourcenorientierter Ansatz
3
Sales management
3
Supplier relationship management
3
USA
3
United States
3
agricultural producers
3
commodity markets
3
competitive advantage
3
marketing
3
product differentiation
3
ATMs
2
Ambidextrous organization
2
Arbeitsleistung
2
Brand image
2
Case studies
2
Competitive advantage
2
Competitive strategy
2
Customer integration
2
Customer satisfaction
2
Emotion
2
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Online availability
All
Undetermined
19
Free
3
Type of publication
All
Article
59
Book / Working Paper
17
Type of publication (narrower categories)
All
Article in journal
22
Aufsatz in Zeitschrift
22
Aufsatz im Buch
8
Book section
8
Fallstudiensammlung
1
Glossar enthalten
1
Glossary included
1
Lehrbuch
1
Textbook
1
research-article
1
review-article
1
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Language
All
English
47
Undetermined
29
Author
All
DeCarlo, Thomas E.
40
Leigh, Thomas W.
30
Cron, William L.
13
Barone, Michael J.
7
Dalrymple, Douglas J.
6
Rethans, Arno J.
6
Allbright, David
5
CONTRACTOR, SUNIL H.
4
KUMAR, PIYUSH
4
LEIGH, THOMAS W.
4
Laczniak, Russell N.
4
Agarwal, Sanjeev
3
Ainscough, Thomas L.
3
Baldauf, Artur
3
Grossenbacher, Samuel
3
Hansen, John D.
3
French, Warren A.
2
Joseph, Mathew
2
Lam, Son K.
2
Motley, Carol M.
2
Powers, Thomas L.
2
Ramaswami, Sridhar
2
Sekhon, Yasmin
2
Sharma, Ashish
2
Stone, George
2
Taher, Ahmed
2
Tinson, Julie
2
Anderson, Rolph E.
1
Barone, Michael
1
Bhattacharya, Abhi
1
Bonifield, Scott D.
1
Brown, Steven P.
1
Celsi, Richard L.
1
Cibtractor, Sunil H.
1
Craig, Adam W.
1
Decarlo, Thomas E.
1
Fergurson, J. Ricky
1
French, Warren
1
Gupte, Gouri
1
Hopkins, Tom
1
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Institution
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Center for Agricultural and Rural Development (CARD), Iowa State University
1
Midwest Agribusiness Trade Research and Information Center (MATRIC), Iowa State University
1
Published in...
All
Journal of the Academy of Marketing Science
8
The Oxford handbook of strategic sales and sales management
6
The journal of personal selling & sales management : JPSSM
6
Industrial marketing management : the international journal for industrial and high-tech firms
5
Working Series in marketing research
4
International journal of innovation management
3
Working series in marketing research
3
International Journal of Financial Services Management
2
International Journal of Innovation Management (ijim)
2
Journal of business research : JBR
2
Journal of food products marketing
2
Journal of marketing
2
Journal of marketing theory and practice
2
The journal of current research in global business : JCRGB
2
Center for Agricultural and Rural Development (CARD) Publications
1
Consumer-brand relationships : theory and practice
1
European Journal of Marketing
1
European journal of marketing
1
European journal of marketing : EJM
1
Handbook of global supply chain management
1
Journal of Business Research
1
Journal of Consumer Marketing
1
Journal of advertising : official publication of the American Academy of Advertising
1
Journal of business ethics : JOBE
1
Journal of consumer psychology : JCP : the official journal of the Society for Consumer Psychology
1
Journal of consumer research : JCR ; an interdisciplinary bimonthly
1
Journal of international business studies : JIBS ; a publication of the Academy of International Business and the Western Business School
1
Journal of marketing education : JME
1
Midwest Agribusiness Trade Research and Information Center (MATRIC) Publications
1
Planning Review
1
Psychology & marketing
1
The journal of services marketing
1
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Source
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ECONIS (ZBW)
34
OLC EcoSci
20
USB Cologne (EcoSocSci)
11
RePEc
7
Other ZBW resources
3
BASE
1
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1
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:
2
Management of a contracted sales force (Manufacturer representatives)
DeCarlo, Thomas E.
- In:
The Oxford handbook of strategic sales and sales management
,
(pp. 201-223)
.
2011
Persistent link: https://www.econbiz.de/10008991508
Saved in:
3
Sales management : concepts and cases
Dalrymple, Douglas J.
;
Cron, William L.
;
DeCarlo, Thomas E.
-
2000
-
7. ed
Persistent link: https://www.econbiz.de/10001506523
Saved in:
4
Sales management
Dalrymple, Douglas J.
;
Cron, William L.
;
DeCarlo, Thomas E.
-
2004
-
8. ed., [internat. ed.]
Persistent link: https://www.econbiz.de/10001803004
Saved in:
5
Compensation and control systems : a new application of vertical dyad linkage theory
Krafft, Manfred
;
DeCarlo, Thomas E.
;
Poujol, F. Juliet
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 107-115
Persistent link: https://www.econbiz.de/10009505518
Saved in:
6
The interactive effects of sales presentation, suspicion, and positive mood on salesperson evaluations and purchase intentions
DeCarlo, Thomas E.
;
Barone, Michael J.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
1
,
pp. 53-66
Persistent link: https://www.econbiz.de/10009717204
Saved in:
7
Environmental and societal positioning as sources of competitive advantage in an agricultural firm
Ainscough, Thomas L.
;
DeCarlo, Thomas E.
;
Tocchia, Philip J.
- In:
Journal of food products marketing
18
(
2012
)
5
,
pp. 417-425
Persistent link: https://www.econbiz.de/10009665441
Saved in:
8
An assessment of needed sales management skills
Powers, Thomas L.
;
Jennings, J'Aime C.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
3
,
pp. 206-222
Persistent link: https://www.econbiz.de/10010373799
Saved in:
9
An update on the status of sales management training
Powers, Thomas L.
;
DeCarlo, Thomas E.
;
Gupte, Gouri
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
4
,
pp. 319-326
Persistent link: https://www.econbiz.de/10008735704
Saved in:
10
Performance trends and salesperson evaluations : the moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation
Barone, Michael J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
2
,
pp. 207-223
Persistent link: https://www.econbiz.de/10009552539
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