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Year of publication
Subject
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Absatz 4,905 Sales 1,387 Deutschland 569 Marketing 508 USA 460 Theorie 357 Theory 348 Marktforschung 328 United States 321 Prognoseverfahren 264 Forecasting model 256 Vereinigte Staaten 249 Germany 214 Einzelhandel 197 Marketingmanagement 196 Verkauf 189 Marketing management 186 Selling 181 Werbung 158 Schätzung 147 Ausland 142 Estimation 140 Absatzpolitik 139 Agrarwirtschaft 139 Industrie 136 Handel 131 Bank 126 Retail trade 122 Verbraucher 108 Umsatz 107 Salespeople 103 Verkaufspersonal 103 Hand- und Lehrbücher, Nachschlagewerke 97 Betriebsführung 82 Japan 82 Innovation 81 Prognose 81 Statistik 76 Unternehmenserfolg 76 Welt 75
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Online availability
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Free 455 Undetermined 291
Type of publication
All
Book / Working Paper 2,551 Article 2,348 Journal 99
Type of publication (narrower categories)
All
Article in journal 673 Aufsatz in Zeitschrift 673 Graue Literatur 344 Non-commercial literature 344 Working Paper 276 Hochschulschrift 263 Arbeitspapier 255 Statistik 96 Aufsatz im Buch 85 Book section 85 Thesis 84 Konferenzschrift 62 Aufsatzsammlung 57 Statistics 48 Amtsdruckschrift 45 Government document 45 Bibliografie enthalten 44 Bibliography included 44 Collection of articles of several authors 37 Sammelwerk 37 Dissertation u.a. Prüfungsschriften 29 Lehrbuch 27 No longer published / No longer aquired 21 Einführung 18 Conference proceedings 17 Textbook 17 Fallstudiensammlung 15 Wörterbuch 13 Article 12 Bibliografie 12 Case study 11 Fallstudie 11 Collection of articles written by one author 10 Sammlung 10 Mikroform 9 Festschrift 8 Enzyklopädie 7 Guidebook 6 Ratgeber 6 Advisory report 5
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Language
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English 1,915 Undetermined 1,845 German 1,174 French 30 Swedish 10 Hungarian 9 Spanish 9 Finnish 5 Dutch 4 Italian 3 Romanian 3 Russian 3 Danish 2 Croatian 2 Japanese 2 Norwegian 2 Portuguese 2 Bulgarian 1 Czech 1 Slovenian 1 Serbian 1 Ukrainian 1 Chinese 1
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Author
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Meffert, Heribert 30 Franses, Philip Hans 27 Kotler, Philip 18 Legerstee, Rianne 16 Meyer, Paul W. 16 Tietz, Bruno 15 Grönroos, Christian 13 Levchenko, Andrei A. 13 Raffée, Hans 13 Dichtl, Erwin 12 Meissner, Hans Günther 12 Buch, Claudia M. 11 Döpke, Jörg 11 Levitt, Theodore 11 Backhaus, Klaus 10 Kaynak, Erdener 10 Waldfogel, Joel 10 Böcker, Franz 9 Gross, Herbert 9 Gutenberg, Erich 9 Hermanns, Arnold 9 Lazer, William 9 Levin, Andrew T. 9 Mentzer, John T. 9 Paap, Richard 9 Simon, Hermann 9 Steiner, Winfried J. 9 Angehrn, Otto 8 Berman, Nicolas 8 Berthou, Antoine 8 Bruhn, Manfred 8 Cravino, Javier 8 Gu, Wulong 8 Kirsch, Werner 8 Naert, Philippe A. 8 Sorensen, Alan T. 8 Topritzhofer, Edgar 8 Wills, Gordon 8 Berekoven, Ludwig 7 Chen, Xiaomin 7
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Institution
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National Bureau of Economic Research 30 Deutschland <Bundesrepublik> / Statistisches Bundesamt 23 American Marketing Association 22 Deutschland / Statistisches Bundesamt 15 USA / Bureau of the Census 13 Rheinland-Pfalz 9 Rheinland-Pfalz / Statistisches Landesamt 9 National Industrial Conference Board 7 Rationalisierungs-Kuratorium der Deutschen Wirtschaft 7 Institut für Handelsforschung <Köln> 6 International Trade Centre 5 Springer Fachmedien Wiesbaden 5 Absatzwirtschaftliche Gesellschaft 4 American Management Association / Marketing Division 4 Esomar 4 Food and Agriculture Organization of the United Nations 4 American Management Association 3 Bundesstelle für Außenhandelsinformation <Köln> 3 CAM Foundation 3 European Society for Opinion and Marketing Research 3 FAO 3 Fachhochschule Jena / Fachbereich Betriebswirtschaft 3 Gesellschaft Konstruktion und Entwicklung 3 Ifo-Institut für Wirtschaftsforschung 3 Institute of Marketing 3 International Air Transport Association / Airline Economic Task Force 3 Marketing Science Institute 3 Nihon Bōeki Shinkōkai 3 Országos Ms̋zaki Információs Központ és Könyvtár 3 USA / Energy Information Administration 3 American Management Association, inc. 2 American Management Associations 2 Baden-Württemberg 2 Birmingham Chamber of Industry and Commerce 2 Bundesverband Deutscher Zeitungsverleger 2 Center of Market Oriented Product and Production Management <Mainz> 2 Deutsche Gesellschaft für Operations-Research / Arbeitsgruppe Prognoseverfahren im Marketing 2 Deutsche Gesellschaft für Technische Zusammenarbeit 2 Deutsche Marketing-Vereinigung 2 Deutschland 2
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Published in...
All
Journal of marketing 53 Business horizons 46 Working paper / National Bureau of Economic Research, Inc. 39 NBER working paper series 30 Journal of business research : JBR 29 Wirtschaftsdienst : Zeitschrift für Wirtschaftspolitik 28 Der Bankkaufmann : BK ; Fachmagazin für Bankpraxis und Bankmanagement 27 Harvard-Manager : Periodikum zu Theorie u. Praxis d. Managements 27 NBER Working Paper 26 Esomar congress 24 Europäische Hochschulschriften / 5 22 Sparkasse : Manager-Magazin für die Sparkassen-Finanzgruppe 22 Advances in business and management forecasting 19 European journal of marketing : EJM 19 Management science : journal of the Institute for Operations Research and the Management Sciences 19 Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF 19 Arbeitspapier / Institut für Marketing, Universität Mannheim 17 IO-Management-Zeitschrift 16 IO : Management-Zeitschrift industrielle Organisation 15 Jahrbuch der Absatz- und Verbrauchsforschung 15 Marketing : ZFP ; journal of research and management 15 Combined proceedings (Spring Conference + Fall Conference) 14 Industrial marketing management : the international journal for industrial and high-tech firms 14 International journal of forecasting 14 Journal of business economics : JBE 14 The Columbia journal of world business : publ. quarterly by the Columbia University Graduate School of Business 14 Die Unternehmung : Swiss journal of business research and practice ; Organ der Schweizerischen Gesellschaft für Betriebswirtschaft (SGB) 13 International journal of production economics 13 Series / American Marketing Association 13 Small industry bulletin for Asia and the Pacific 13 SpringerLink / Bücher 13 California management review 12 Das Wirtschaftsstudium : wisu ; Zeitschrift für Ausbildung, Prüfung, Berufseinstieg und Fortbildung 12 Der Betriebswirt : Management in Wissenschaft und Praxis 12 European journal of operational research : EJOR 12 International marketing strategy 12 Zeitschrift für Organisation : ZO ; Z für O ; neue Betriebswirtschaft 12 Zeitschrift für das gesamte Kreditwesen : Pflichtblatt der Frankfurter Wertpapierbörse 12 Agrarmärkte & [und] Agrarmarketing : Strategien im grünen Markt. Hrsg. zum 60. Geburtstag von Helmut Fahrnschon 11 Journal of business strategy 11
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Source
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ECONIS (ZBW) 4,797 USB Cologne (EcoSocSci) 157 EconStor 36 RePEc 6 OLC EcoSci 2
Showing 1 - 50 of 4,998
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Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri; Salonen, Anna; Yrjänen, Meri - In: The journal of business & industrial marketing 38 (2023) 2, pp. 337-352
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Online channel sales premia in times of COVID-19 : first evidence from Germany
Wagner, Joachim - In: Economies : open access journal 11 (2023) 2, pp. 1-10
A presence on the web tends to be important for firms. Empirical studies show that firms with a better performance across various dimensions, and firms that are more internationally active, tend to have a website. Furthermore, a website helped firms to survive during the COVID-19 pandemic. An...
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Flexible estimation of random coefficient logit models of differentiated product demand
Kandelhardt, Johannes - 2023
The Berry, Levinsohn, and Pakes (1995, BLP) model is widely used to obtain parameter estimates of market forces in differentiated product markets. The results are often used as an input to evaluate economic activity in a structural model of demand and supply. Precise estimation of parameter...
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Enhancement of Sales Forecast Using Hybrid Sarima and Extreme Machine Learning : A Case for a Jewelry Retailer in Viet Nam
Nguyen, Duong Thuy; Wang, Chian Nan; Dang, Thanh Tuan; … - 2023
A reliable sales forecasting system is essential for fashion merchants within the fashion retailing industry. The accuracy of forecast will determine the retailer's profitability or loss, which allows a business to anticipate future market demand and change inventory levels accordingly....
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Getting Rivals to Back Off? Biasing Sales Forecasts to Reduce Competition
Lee, Caroline - 2023
I examine the effect of strategic competition on management sales forecast bias. Strategic complement firms react to a rival’s action by moving in the same direction (e.g., increasing their own sales in response to a rival’s sales increase). Strategic substitute firms react to a rival’s...
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The Effect of Amazon Prime on Sales Ranks
Etumnu, Chinonso; Noumir, Ashraf - 2023
Although the economic success of Amazon Prime has been widely reported in the mass media, few empirical studies have carefully quantified the economic value, consumer welfare impacts, or public policy implications of the subscription program. This study contributes to this economic literature by...
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Flexible estimation of random coefficient logit models of differentiated product demand
Kandelhardt, Johannes - 2023
The Berry, Levinsohn, and Pakes (1995, BLP) model is widely used to obtain parameter estimates of market forces in differentiated product markets. The results are often used as an input to evaluate economic activity in a structural model of demand and supply. Precise estimation of parameter...
Preview
Preview
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Assessing and forecasting the long-term impact of the global financial crisis on manufacturing sales in South Africa
Makoni, Tendai; Chikobvu, Delson - In: Economies : open access journal 11 (2023) 6, pp. 1-17
Sales forecasting is a crucial aspect of any successful manufacturing organisation as it provides the foundation for investment, employment development, and innovation. The Global Financial Crisis (GFC) had a negative impact on the manufacturing sector in South Africa (SA) and the rest of the...
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Hierarchical Agglomerative Clustering for Product Sales Forecasting
van Ruitenbeek, Robin Enrico; Koole, Ger; Bhulai, Sandjai - 2023
Many forecasting methods perform poorly in the case of intermittent demand patterns and high variances in the demand quantity. Strong fluctuations within the time series and a large proportion of zero observations complicate the extraction of trend and seasonality. This research investigates how...
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Wirtschaftliche Folgen des Gaspreisanstiegs für die deutsche Industrie: Kurzexpertise für den Sachverständigenrat zur Begutachtung der Gesamtwirtschaftlichen Entwicklung
Müller, Steffen; Mertens, Matthias - 2022
Diese Analyse nutzt amtliche Mikrodaten für die deutsche Industrie. Auf Ebene fein untergliederter Produkte werden der Verbrauch an Erdgas und der heimische Produktumsatz mit Daten der Vereinten Nationen zu Exporten und Importen verknüpft. Es zeigt sich, dass * die 300 Produkte mit dem...
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Sellin' in the rain: weather, climate, and retail sales
Roth Tran, Brigitte - 2022
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Customer-centric sales forecasting model : RFM-ARIMA approach
Palwe, Sushila - In: Business systems research : a system view accross … 13 (2022) 1, pp. 35-45
Background: Decision makers use the process of determining the best course of action by processing, analysing & interpreting the data to gain insights, known as Business Intelligence. Some decision support systems use sales figures to predict future expansion, but few consider the effect of...
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Idiosyncratic shocks and aggregate fluctuations in an emerging market
Grigoli, Francesco; Luttini, Emiliano; Sandri, Damiano - 2022
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The wisdom of crowds in forecasting at high-frequency for multiple time horizons : a case study of the Brazilian retail sales
Lopes, Gustavo - In: Revista Brasileira de Finanças : RBFin 20 (2022) 2, pp. 77-115
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Wirtschaftliche Folgen des Gaspreisanstiegs für die deutsche Industrie
Müller, Steffen; Mertens, Matthias - 2022
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Nowcasting national GDP growth using small business sales growth
Guven, Cahit - 2022
This study shows that the Xero Small Business Index (XSBI) monthly sales growth data can be used to predict the same period's nominal gross domestic product (GDP) growth (year-on-year) in the United Kingdom, Australia and New Zealand.1 Assuming that the small business sector can be used as a...
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Virtual reality in new product development : insights from prelaunch sales forecasting for durables
Harz, Nathalie; Hohenberg, Sebastian; Homburg, Christian - In: Journal of marketing 86 (2022) 3, pp. 157-179
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The sale of data : learning synergies before M&As
Dubus, Antoine; Legros, Patrick - 2022
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Calibrating Sales Forecast in a Pandemic Using Competitive Online Non-Parametric Regression
Simchi-Levi, David; Sun, Rui; Wu, Michelle Xiao; Zhu, Ruihao - 2022
Motivated by our collaboration with Anheuser-Busch InBev (AB InBev), a consumer packaged goods (CPG) company, we consider the problem of forecasting sales under the coronavirus disease 2019 (COVID-19) pandemic. Our approach combines non-parametric regression, game theory, and pandemic modeling...
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Discrimination in Hiring : Evidence from Retail Sales
Benson, Alan; Board, Simon; Meyer-ter-Vehn, Moritz - 2022
We propose a simple model of racial bias in hiring that encompasses three major theories: taste-based discrimination, screening discrimination, and complementary production. We derive a test that can distinguish these theories using the mean and variance of workers' productivity under managers...
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Sales Forecast using a Neuro-Fuzzy Based Methodology
Bekiris, Michail - 2022
In the history of humanity actions around the forecast was always very important. Nowadays, large and small companies, international and national organizations, governments and educational institutions are in a continuous effort to improve the success of forecasting. Clearly, forecasts are very...
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Hiring in Marketing & Sales and Firm Performance
Garlappi, Lorenzo; Song, Zhongzhi - 2022
Using unique Chinese data classifying labor according to the function it performs within a firm, we document that growth in the marketing and sales workforce positively predicts future profitability and returns in the cross-section, with an annual long-short portfolio return spread of 7.4%.In...
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New Product Life Cycle Curve Modeling and Forecasting with Product Attributes and Promotion : A Bayesian Functional Approach
Hu, Hao; Qi, Yongzhi; Liu, Sheng; Shen, Zuo-Jun - 2022
New products are highly valued by manufacturers and retailers due to their vital role in revenue generation. Product life cycle curves often vary by their shapes and are complicated by promotional activities that induce spiky and irregular behaviors. We collaborate with JD.com to develop a...
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Online channels sales premia in times of COVID-19 : first evidence from Germany
Wagner, Joachim - 2022 - This version: November 12, 2022
Presence on the web tends to be important for firms. Empirical studies show that firms with a better performance along various dimensions, and firms that are more internationally active, tend to have a website. Furthermore, a website helped firms to survive in times of the COVID-19 pandemic. An...
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Strategic data sales to competing firms
Delbono, Flavio; Reggiani, Carlo; Sandrini, Luca - 2022
The unprecedented access of firms to consumer level data facilitates more precisely targeted individual pricing. We study the incentives of a data broker to sell data about a segment of the market to three competing firms. The segment only includes a share of the consumers in the market around...
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Random-Coefficients Logit Demand Estimation with Zero-Valued Market Shares
Dubé, Jean-Pierre; Hortaçsu, Ali; Joo, Joonhwi - 2022
Although typically overlooked, many purchase datasets exhibit a high incidence of products with zero sales. We propose a new estimator for the Random-Coefficients Logit demand system for purchase datasets with zero-valued market shares. The identification of the demand parameters is based on a...
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Do consumers value environmental innovation in product?
Aibar-Guzmán, Cristina; Somohano-Rodríguez, Francisco M. - In: Administrative Sciences : open access journal 11 (2021) 1/33, pp. 1-15
Customers are considered to be major stakeholders whose demands and preferences have a strong influence on corporate strategies. In this sense, increased consumer environmental awareness has led to a growing demand for environmentally friendly products which, in turn, has compelled firms to...
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Curating local knowledge : experimental evidence from small retailers in Indonesia
Dalton, Patricio S.; Rüschenpöhler, Julius; Uras, Burak; … - In: Journal of the European Economic Association : JEEA 19 (2021) 5, pp. 2622-2657
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Personal loan sales forecasting through time series analysis
Özeroğlu, Ali İhsan - In: Prizren social science journal 5 (2021) 1, pp. 44-51
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Panel data analysis : the influence of climatic variables on medicines sales in Southern Brazil
Valle, Pedro Brandão Dalla; Feijó, Flavio Tosi - In: Análise econômica : revista da Faculdade de Ciências … 39 (2021) 79, pp. 61-80
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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
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Online sales in Canada : a Brookfield Institute for Innovation + Entrepreneurship brief
Brookfield Institute for Innovation + Entrepreneurship - 2021
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Sales losses in the first quarter of the COVID-19 pandemic : evidence from California administrative data
Fairlie, Robert W.; Fossen, Frank M. - 2021
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Firms through the Covid-19 pandemic : evidence from sub-Saharan Africa
Davies, Elwyn; Nayyar, Gaurav; Reyes Ortega, Santiago; … - In: Shaping Africa's post-Covid recovery, (pp. 19-30). 2021
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Diverging Trends in Macro and Micro Volatility : Facts
Comin, Diego; Mulani, Sunil - 2021
This paper documents the diverging trends in volatility of the growth rate of sales at the aggregate and firm level. We establish that the upward trend in micro volatility is not simply driven by a compositional bias in the sample studied. We argue that this new fact sheds some shadows on the...
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How Exporters Grow
Fitzgerald, Doireann; Haller, Stefanie; Yedid‐Levi, Yaniv - 2021
We show that in successful episodes of export market entry, there are statistically and economically significant post-entry dynamics of quantities, but no post-entry dynamics of markups. This suggests that shifts in demand play an important role in successful entry, but that firms do not use...
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The Effect of Internet Piracy on Cd Sales : Cross-Section Evidence
Peitz, Martin; Waelbroeck, Patrick - 2021
We analyze the role of music downloading on the current downturn in CD sales. We provide 2000-2001 cross-country evidence in support of the claim of losses due to internet piracy made by the music industry. For the U.S. we also assess the potential loss from internet piracy using detailed survey...
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Piracy on the High C'S : Music Downloading, Sales Displacement, and Social Welfare in a Sample of College Students
Rob, Rafael; Waldfogel, Joel - 2021
Recording industry revenue has fallen sharply in the last three years, and some -- but not all -- observers attribute this to file sharing. We collect new data on albums obtained via purchase and downloading, as well as the consumers' valuations of these albums, among a sample of US college...
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Impact of Brand on Sales Performance
Jeswani, Kamya - 2021
This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in...
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Comparison Analysis of Facebook's Prophet, Amazon's DeepARr+ and CNN-QR Algorithms for Successful Real-World Sales Forecasting
Žunić, Emir; Korjenić, Kemal; Delalić, Sead; … - 2021
By successfully solving the problem of forecasting, the processes in the work of various companies are optimized and savings are achieved. In this process, the analysis of time series data is of particular importance. Since the creation of Facebook’s Prophet, and Amazon’s DeepAR+ and CNN-QR...
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Firm-Level Evidence on Productivity Differentials, Turnover, and Exports in Taiwanese Manufacturing
Aw, Bee Yan; Chen, Xiaomin; Roberts, Mark J. - 2021
The manufacturing sector in Taiwan has a market structure composed of large numbers of small firms, a focus on less capital-intensive industries, and a dense network of firms specializing in subcontracting and trading services. It has been argued that these features lower the start-up costs of...
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The Impact of Tobacco Control Program Expenditures on Aggregate Cigarette Sales : 1981-1998
Farrelly, Matthew C.; Chaloupka, Frank J.; Pechacek, … - 2021
Since the 1998 Master Settlement Agreement between states and the tobacco industry, states have unprecedented resources for programs to reduce tobacco use. Decisions concerning the use of these funds will, in part, be based on the experiences of states with existing programs. We review the...
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Do Socially Responsible Managers Forecast Sales More Accurately
Chronopoulos, Panagiotis I. - 2021
We examine whether corporate social responsibility is related to management sales forecast accuracy. More specifically, we question whether firms that present a high social responsibility level commit lower sales forecast errors, as compared to firms that do not meet analogous levels of social...
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The Agile Sales : Successfully shaping transformation in sales and service
Thonet, Claudia - 2023
Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design...
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Digital Transformation in Sales : How to Turn a Buzzword into Real Sales Practice – A 21-Step Guide
Rainsberger, Livia - 2023
Understanding Digital Transformation: Trends, developments, drivers, influence, impact -- Sales technology and tools: Technology trap, digital sales tools -- Strategy: sales models, sales organization -- Conception: positioning, value proposition, digital customer profile, customer acquisition...
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The effect of inside sales and hybrid sales structures on customer value creation
Ramos, Carla; Claro, Danny Pimentel; Germiniano, Renato - In: Journal of business research : JBR 154 (2023), pp. 1-19
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Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara; Alavi, Sascha; Schmitz, Christian - In: European journal of marketing 57 (2023) 3, pp. 771-793
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Brushing up on time-honored sales skills to excel in tomorrow's environment
Razmak, Jamil; Pitzel, Joseph William; Belanger, Charles; … - In: The journal of business & industrial marketing 38 (2023) 4, pp. 701-723
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Sales Enablement : Tools and Techniques for Modern Sales Organization
Kilian, Dietmar; Mirski, Peter; Lorenz, Britta - 2023
This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...
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The Sales Sat Nav for Media Consultants : The Roadmap to More Revenue in the Sale of Advertising Materials
McKenna, Ricky - 2023
Follow the road - The preparation and research avenue -- Turn right - Conversation entry with sample interruption -- Follow the road - The needs analysis -- Step on the gas - The appointment setting -- Detours - Objections, pretexts and how to handle them -- No speed limit - The appointment...
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