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  • Search: subject_exact:"Selling"
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Year of publication
Subjects
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Verkauf 1,711 Selling 1,532 Theorie 221 Theory 220 Marketing 183 Salespeople 152 Verkaufspersonal 151 Relationship marketing 129 Beziehungsmarketing 128 Absatz 116 Marketingmanagement 114 USA 109 Deutschland 107 United States 107 Marketing management 105 Sales 105 Germany 93 Verkaufstechnik 88 Vertrieb 71 Consumer behaviour 68 Konsumentenverhalten 68 Management 68 Sales management 65 Erfolgsfaktor 64 Physical distribution 61 Strategisches Management 54 B-to-B-Marketing 53 Business-to-business marketing 53 Success factor 52 Ratgeber 47 Kundenmanagement 34 Preismanagement 32 Pricing strategy 32 Werbung 32 Advertising 29 Einzelhandel 29 Customer service 28 Kundenservice 28 Strategic management 26 Verkäufer 26
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Online availability
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Free 76 Undetermined 29
Type of publication
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Book / Working Paper 1,104 Article 795 Journal 20
Type of publication (narrower categories)
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Article in journal 673 Aufsatz in Zeitschriften 673 Graue Literatur 156 Non-commercial literature 156 Article in book 109 Aufsatz im Buch 109 Arbeitspapier 102 Working Paper 102 Thesis 85 Dissertation 83 Hochschulschrift 54 Lehrbuch 53 Collection of articles of several authors 50 Sammelwerk 50 Bibliographie enthalten 39 Bibliography included 39 Bibliographie 20 Case study 18 Fallstudie 18 Glossar enthalten 17 Glossary included 17 Congress report 16 Kongressschrift 16 Dissertation u.a. Prüfungsschriften 14 Amtsdruckschrift 9 Government document 9 Reprint 7 Handbook 6 Handbuch 6 Statistik 6 CD-ROM, DVD 4 Enzyklopädie 3 Medienkombination 3 Commentary 2 Kommentar 2 Kongress 2 Magazin 2 Mehrbändiges Werk 2 Mikroform 2 Multi-volume publication 2
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Language
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English 1,362 German 404 Undetermined 133 French 14 Swedish 4 Dutch 2 Danish 1 Italian 1 Norwegian 1 Russian 1 Spanish 1
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Persons
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Schiffman, Stephan 12 Marshall, Greg W. 11 DeCarlo, Thomas E. 10 Futrell, Charles M. 10 Lane, Nikala 10 Dalrymple, Douglas J. 9 Moncrief, William C. 9 Schwalbe, Heinz 9 Albers, Sönke 8 Belz, Christian 8 Cron, William L. 8 Guenzi, Paolo 8 Homburg, Christian 8 Honeycutt, Earl D. 8 Ingram, Thomas N. 8 Johnson, Jeff S. 8 Sickel, Christian 8 Tanner, John F. 8 Adamson, Brent 7 Bulow, Jeremy 7 Johnston, Mark W. 7 Klemperer, Paul 7 Brooks, William T. 6 Bush, Alan J. 6 Haas, Alexander 6 Hopkins, Tom 6 Jaramillo, Fernando 6 Jobber, David 6 Lancaster, Geoffrey 6 Le Meunier-FitzHugh, Kenneth 6 Lee, Nick 6 Piercy, Nigel F. 6 Weitz, Barton A. 6 Zoltners, Andris A. 6 Ahearne, Michael 5 Cheverton, Peter 5 Donaldson, Bill 5 Geffroy, Edgar K. 5 Gitomer, Jeffrey 5 Hanan, Mack 5
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Institutions
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American Marketing Association 8 Springer Fachmedien Wiesbaden GmbH 6 Books on Demand GmbH <Norderstedt> 3 European Foundation for the Improvement of Living and Working Conditions 2 Europäische Gemeinschaften / Kommission / Statistisches Amt 2 Princeton University Press 2 Rothmann & Cie. <Hamburg> 2 Volkswirtschaftliche Fakultät, Ludwig-Maximilians-Universität München 2 Agfa-Aktiengesellschaft 1 Australian and New Zealand Marketing Academy Conference 1-3 Dec. 2003 Adelaide, S. Aust. 1 Basler & Hofmann, Ingenieure und Planer AG <Zürich> 1 Bundesverband Druck / Abteilung Betriebswirtschaft 1 Chartered Institute of Marketing <London> 1 College of Law and Business 1 Deutsches Handelsinstitut 1 FAZ-Institut für Management-, Markt- und Medieninformationen <Frankfurt, Main> / Geschäftsbereich Innovationsprojekte 1 FOM-Hochschule für Oekonomie & Management 1 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 1 Fifty Lessons Limited <London> 1 Frankreich / Conseil des Ventes Volontaires de Meubles aux Enchères Publiques 1 GABAL-Verlag GmbH 1 Gottlieb-Duttweiler-Institut für Wirtschaftliche und Soziale Studien <Rüschlikon> 1 Harvard Business School Publishing <Cambridge, Mass.> 1 Harvard Graduate School of Business Administration 1 Initiative for Family Enterprise 1 Institut für Marktorientierte Unternehmensführung Mannheim 1 Institut für Sozioökonomische Betriebsforschung <Hannover> / Abteilung Markt und Konsum 1 Internationale Tagung Elektronisches Shopping im Handel: Starten statt Warten <1988, Rüschlikon> 1 Kalifornien / Board of Equalization 1 Kölner Handelsforum <6, 1989> 1 Lüneburger Mittelstands-Symposium <1, 1988, Lüneburg> 1 Marketing-Kontaktseminar <2, 1984, Hannover> 1 National Society of Sales Training Executives 1 NetLibrary, Inc 1 Schmalenbach-Gesellschaft zur Förderung der Betriebswirtschaftlichen Forschung und Praxis 1 School of Marketing and International Business 1 Summer Educators' Conference <2012, Chicago, Ill.> 1 TIS Innovation Park <Bozen> 1 The Sales Educators <Maitland, Fla.> 1 Transfer-Workshop Sales Management Excellence <1, 2013, Essen> 1
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Published in...
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The journal of personal selling & sales management : JPSSM 71 Industrial marketing management : the international journal for industrial and high-tech firms 33 The journal of business & industrial marketing 20 The journal of real estate finance and economics 19 International journal of production economics 13 Journal of marketing 12 Discussion paper / Centre for Economic Policy Research 11 Journal of business research : JBR 11 Journal of strategic marketing 11 Management science : journal of the Institute for Operations Research and the Management Sciences 10 Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences 10 Sales management : a multinational perspective 10 Working paper 10 Der Verkaufsberater 9 Journal of marketing research : JMR 8 European journal of marketing : EJM 7 Journal of marketing education : JME 7 Journal of the Academy of Marketing Science 7 Real estate economics : journal of the American Real Estate and Urban Economics Association 7 Strategic sales and strategic marketing 7 European journal of operational research : EJOR 6 Gabler Edition Wissenschaft 6 Harvard business review : HBR 6 International journal of industrial organization 6 International journal of research in marketing : IJRM : official journal of the European Marketing Academy 6 Journal of business ethics : JOBE 6 Lebensmittel Praxis : LP 6 Advances in business marketing : a research annual 5 Europäische Hochschulschriften 5 Gabler Research 5 International economic review 5 International journal of production research 5 Journal of business-to-business marketing 5 Journal of housing economics 5 Journal of retailing and consumer services 5 Manufacturing & service operations management : M & SOM 5 Psychology & marketing 5 The Rand journal of economics 5 European management journal 4 Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung 4
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Sources
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ECONIS (ZBW) 1,381 USB Cologne (EcoSocSci) 513 RePEc 21 BASE 4
Showing 1 - 50 of 1,919
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The disposition effect in farmers' selling behavior : an experimental investigation
Vollmer, Elisabeth; Hermann, Daniel; Mußhoff, Oliver - 2017
The identification of the optimal selling time of stored goods is among the most essential eco-nomic decisions on a farm. Beyond monetary aspects, behavioral factors may influence farmers' selling behavior. In financial economics, the disposition effect is a commonly observed phenomenon. It...
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The share price effect of CVS health's announcement to stop selling tobacco : a comparative case study using synthetic controls
Andersen, Martin; Bauhoff, Sebastian - In: Forum for health economics & policy : an evolving … 20 (2017) 1, pp. 1-28
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Personal selling in marketing
Olariu, Ioana - In: Studies and scientific researches (2017), pp. 95-101
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Demand heterogeneity and the adoption of platform complements
Rietveld, Joost; Eggers, J. P. - 2016
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Market structure and advance selling
Möller, Marc; Watanabe, Makoto - 2016
When products are sold in advance, i.e. prior to consumption, consumers trade off an early, uninformed purchase at a low price against a late, informed purchase at a high price. This paper considers the effect of market structure on the prevalence of advance selling. We show that in an...
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Buying reputation as a signal of quality : evidence from an online marketplace
Li, Lingfang; Tadelis, Steve; Xiaolan, Zhou - 2016
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Selling daughters : age of marriage, income shocks and the bride price tradition
Corno, Lucia; Voena, Alessandra - 2016
When markets are incomplete, cultural norms may play an important role in shaping economic behavior. In this paper, we explore whether income shocks increase the probability of child marriages in societies that engage in bride price payments – transfers from the groom to the bride’s parents...
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Selling gasoline as a by-product : the impact of market structure on local prices
Haucap, Justus; Heimeshoff, Ulrich; Siekmann, Manuel - 2016
We use a novel data set with exact price quotes from virtually all German gasoline stations to empirically investigate how a temporary variance in local market structure - induced by restricted opening hours of specific players - affects price competition. We focus on stations selling gasoline...
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Selling money on eBay : a field study of surplus division
Gizatulina, Alia; Gorelkina, Olga - 2016
We study the division of trade surplus in a competitive market environment by conducting a natural field experiment on German eBay. Acting as a seller, we offer Amazon gift cards with face values of up to 500 Euro. Randomly arriving buyers, the subjects of our experiment, make price offers...
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On an optimal extraction problem with regime switching
Ferrari, Giorgio; Yang, Shuzhen - 2016
This paper studies an optimal irreversible extraction problem of an exhaustible commodity in presence of regime shifts. A company extracts a natural resource from a reserve with finite capacity, and sells it in the market at a spot price that evolves according to a Brownian motion with...
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Soda wars: effect of a soda tax election on university soda purchases
Taylor, Rebecca; Kaplan, Scott; Villas-Boas, Sofia; … - 2016
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Industrie und Handel als Anbieter von Bankdienstleistungen im Firmenkundengeschäft : empirische Analyse der Aktivitäten in deutschen und britischen Großunternehmen
Stoffel, Karl - 2016
Die internationalen wirtschaftlichen Aktivitäten der großen Industrie- und Handelsunternehmen sind nicht ohne Konsequenzen für das Finanzmanagement dieser Unternehmen geblieben. Mit der Internationalisierung ist vor allem die Bedeutung des Risikomanagement und des unternehmensweiten Cash...
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No joke : understanding public sentiment toward selling and salespeople through cartoon analysis
Wiid, Ria; Grant, Philip Stanley; Mills, Adam J.; Pitt, … - In: Marketing theory 16 (2016) 2, pp. 171-193
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Customer-base concentration, profitability, and the relationship life cycle
Irvine, Paul J.; Park, Shawn Saeyeul; Yıldızhan, Çelim - In: The accounting review : a journal of the American … 91 (2016) 3, pp. 883-906
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Selling today : partnering to create value
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2018 - Fourteenth edition
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Künstliche Intelligenz für Sales, Marketing und Service : mit AI und Bots zu einem Algorithmic Business : Konzepte, Technologien und Best Practices
Gentsch, Peter - 2018
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Kundennutzen - Schlüssel zum Verkaufserfolg : wie Sie Mehrwert bieten, Preise leichter durchsetzen und Profitabilität sichern
Menthe, Thomas; Sieg, Manfred - 2018
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Sales excellence : Zeitschrift für Handelsvermittlung und Vertriebsmanagement
Wiesbaden : Springer Gabler - 27, Ausgabe 1/2 (2018)-
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The role of cross selling in SME banking : an analysis from Turkey
Karadag, Hande; Akman, Vedat - In: Emerging Markets Journal : EMAJ 5 (2015) 1, pp. 82-92
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Selling to the mean
Kos, Nenad; Messner, Matthias - 2015
We study optimal selling strategies of a seller who is poorly informed about the buyer’s value for the object. When the maxmin seller only knows that the mean of the distribution of the buyer's valuations belongs to some interval then nature can keep him to payoff zero no matter how much...
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"Buy-It-Now" or "Sell-It-Now" auctions : Effects of changing bargaining power in sequential trading mechanisms
Grebe, Tim; Ivanova-Stenzel, Radosveta; Kröger, Sabine - 2015
We study experimentally the effect of bargaining power in sequential trading mechanisms that offer the possibility to trade at a fixed price before an auction. In the "Buy-It-Now" format, the seller offers a price prior to the auction; whereas in the "Sell-It-No" format, it is the buyer. Both...
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Robust selling mechanisms
Carrasco, Vinicius (contributor);  … - 2015 - First Version: April 2015
We consider the problem of a seller who faces a privately informed buyer and only knows one moment of the distribution from which values are drawn. In face of this uncertainty, the seller maximizes his worst-case expected profits. We show that a robustness property of the optimal mechanism...
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Buy-It-Now" or "Sell-It-Now" auctions : effects of changing bargaining power in sequential trading mechanisms
Grebe, Tim; Ivanova-Stenzel, Radosveta; Kröger, Sabine - 2015
We study experimentally the effect of bargaining power in two sequential mechanisms that offer the possibility to trade at a fixed price before an auction. In the "Buy-It-Now" format, the seller has the bargaining power and offers a price prior to the auction; whereas in the "Sell-It-Now"...
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"Buy-It-Now" or "Sell-It-Now" auctions : effects of changing bargaining power in sequential trading mechanisms
Grebe, Tim; Ivanova-Stenzel, Radosveta; Kröger, Sabine - 2015
We study experimentally the effect of bargaining power in two sequential mechanisms that offer the possibility to trade at a fixed price before an auction. In the "Buy-It-Now" format, the seller has the bargaining power and offers a price prior to the auction; whereas in the "Sell-It-Now"...
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Retailer's inventory system in a two-level trade credit financing with selling price discount and partial order cancelations
Thangam, A. - In: Journal of industrial engineering international 11 (2015), pp. 159-170
In today’s fast marketing over the Internet or online, many retailers want to trade at the same time and change their marketing strategy to attract more customers. Some of the customers may decide to cancel their orders partially with a retailer due to various reasons such as increase in...
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Sales management review : Zeitschrift für Vertriebsmanagement
Wiesbaden : Springer Gabler - 22.2013,7/8-26, Ausgabe 6 (2017)
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Sell with a story : how to capture attention, build trust, and close the sale
Smith, Paul - 2017
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Managing supply chain operations
Lei, Lei; DeCandia, Leonardo; Oppenheim, Rosa; Zhao, Yao - 2017
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Verkaufen! : mit System, Handwerk und Leidenschaft zu mehr Vertriebserfolg
Poggensee, Ingo - 2017 - 2., überarbeitete Auflage
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Sales force management
Sudhahar, J. Clement - In: Strategic marketing management in Asia : case studies …, (pp. 447-473). 2017
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How important is the strategic order of product attribute presentation in the non-life insurance market?
Dominique-Ferreira, Sérgio - In: Journal of retailing and consumer services 34 (2017), pp. 138-144
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Strategic account management as a value co-creation selling model in the pharmaceutical industry
Pilon, Francois; Hadjielias, Elias - In: The journal of business & industrial marketing 32 (2017) 2, pp. 310-325
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HBR's 10 must reads on sales : with bonus interview of Andris Zoltners
Zoltners, Andris A. (interviewee) - 2017
Major sales: who really does the buying / by Thomas V. Bonoma -- Ending the war between sales and marketing / by Philip Kotler, Neil Rackham, and Suj Krishnaswamy -- Match your sales force structure to your business life cycle / by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Larimer --...
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Infinite value : accelerating profitable growth through value-based selling
Davies, Mark - 2017
Foreword / Professor Hugh Wilson -- Introduction: infinite value -- Accelerating profitable growth through value-based selling -- The infinite value concept -- Challenging trends for business markets -- A faltering response -- Is value-based business a better way? -- The 7 elements of the...
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Das Verkaufskatapult® - die Strategie des multidimensionalen Verkaufs : warum sich Kleinfirmen im Verkauf innovativer Produkte an Grossunternehmen schwer tun und wie Sie es besser...
Wesselmann, Thomas B. - 2017
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Value-based pricing meets twenty-first century procurement
Provines, Christopher D. - In: Journal of revenue and pricing management 16 (2017) 1, pp. 4-14
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Resilienz im persönlichen Verkauf : eine Wirkungsanalyse in Bezug auf die Verkaufsleistung
Pyka, Sebastian - 2017
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Selling your value proposition : how to transform your business into a selling organization
Barnes, Cindy; Blake, Helen; Howard, Tamara - 2017
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Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal
Blount, Jeb - 2017
The mysterious brown bag -- A perfect sales storm -- The irrational buyer -- Pattern painting, cognitive biases, and heuristics -- The four levels of sales intelligence -- Shaping win probability -- Dual process -- Empathy -- Self-awareness -- Sales drive -- Self-control -- Shaping win...
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Moderne Verfahren der Ertragspotenzialermittlung im Firmenkundengeschäft
Hasken, André - 2017
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The effect of firms' structural designs on advertising and personal selling returns
Lee, Ju-Yeon; Sridhar, Shrihari; Palmatier, Robert W. - In: International journal of research in marketing : IJRM : … 34 (2017) 1, pp. 173-193
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How the enterprise risk management function influences decision-making in the organization – a field study of a large, global oil and gas company
Meidell, Anita; Kaarbøe, Katarina - In: The British accounting review : the journal of the … 49 (2017) 1, pp. 39-55
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Is advance selling desirable with competition?
Cachon, Gérard; Feldman, Pnina - In: Marketing science : the marketing journal of the … 36 (2017) 2, pp. 214-231
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Optimal production run length and warranty period for an imperfect production system under selling price dependent on warranty period
Chen, Cheng-Kang; Lo, Chih-Chung; Weng, Tzu-Chun - In: European journal of operational research : EJOR 259 (2017) 2, pp. 401-412
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The multigenerational sales team : harness the power of new perspectives to sell more, retain top talent, and design a high-performing workplace
Shiver, Warren; Szen, David - 2017
Introduction -- The generational imperative -- Generational definitions and dispelling common myths -- Changing customer interactions -- How sales organizations must adapt -- Recruiting and onboarding multigenerational sales talent -- Generational considerations for sales skill development --...
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Resale price maintenance and manufacturer competition for retail services
Hunold, Matthias; Muthers, Johannes - In: The Rand journal of economics 48 (2017) 1, pp. 3-23
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The influence of political skill on salespersons' work outcomes : a resource perspective
Li, Jie; Sun, Gong; Cheng, Zhiming - In: Journal of business ethics : JOBE 141 (2017) 3, pp. 551-562
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Sales manager influence of new product adoption by their salesforce : a theoretical perspective
McAmis, Gregory T.; Forbes, Lukas P. - In: The journal of applied business research 33 (2017) 3, pp. 539-546
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Salesperson's spirituality : impact on customer orientation and adaptability
Chawla, Vaibhav; Guda, Sridhar - In: Marketing intelligence & planning 35 (2017) 3, pp. 408-424
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50
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