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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

The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?

Alavi, Sascha; Habel, Johannes; Schmitz, Christian; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 3, pp. 323-343

Persistent link: https://www.econbiz.de/10011963039

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

Relationship marketing and the B2B sales force, effects of Big Five personality traits

Canales-Ronda, Pedro - In: Journal of relationship marketing : innovations and … 23 (2024) 2, pp. 76-93

Persistent link: https://www.econbiz.de/10014567150

The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective

Schendzielarz, Dennis; Alavi, Sascha; Guba, Jan Helge - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 139-157

Persistent link: https://www.econbiz.de/10013361675

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

Small retailer's new product acceptance in emerging market : a grounded theory approach

Shaikh, Ateeque; Gandhi, Aradhana - In: Asia Pacific journal of marketing and logistics 28 (2016) 3, pp. 547-564

Persistent link: https://www.econbiz.de/10011585253

Factors affecting acceptance of the internet as a marketing intelligence tool among sales staff

Foroutan, Neda; Esfidani, Mohammad R. - In: International journal of electronic customer … 11 (2017/2018) 2, pp. 142-157

Persistent link: https://www.econbiz.de/10011966913

Personal selling in marketing

Olariu, Ioana - In: Studies and scientific researches / Faculty of Economic … (2017), pp. 95-101

Persistent link: https://www.econbiz.de/10011810970

Sales Force-Generated Marketing Intelligence

Evans, Kenneth R.; Miao, C. Fred - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885339