EconBiz - Find Economic Literature
    • Logout
    • Change account settings
  • A-Z
  • Beta
  • About EconBiz
  • News
  • Thesaurus (STW)
  • Research Skills
  • Help
  •  My account 
    • Logout
    • Change account settings
  • Login
EconBiz - Find Economic Literature
Publications Events
Search options
Advanced Search history
My EconBiz
Favorites Loans Reservations Fines
    You are here:
  • Home
  • Search: subject_exact:"Selling"
Narrow search

Attention

ZBW has fallen victim to a cyber attack.For this reason, EconBiz was offline for several weeks. Many EconBiz services are now online again. Please excuse the circumstances!
Details  Contact

Narrow search

Year of publication
Subject
All
Verkauf 3,070 Selling 2,843 Salespeople 766 Verkaufspersonal 763 Theorie 370 Theory 368 Beziehungsmarketing 348 Relationship marketing 346 Marketing 320 Marketingmanagement 273 Marketing management 259 B-to-B-Marketing 238 Business-to-business marketing 238 Consumer behaviour 228 Konsumentenverhalten 228 USA 226 United States 222 Sales 196 Erfolgsfaktor 177 Vertrieb 171 Absatz 170 Success factor 163 Physical distribution 156 Lieferantenmanagement 149 Supplier relationship management 149 Deutschland 142 Germany 124 Strategisches Management 116 Verkaufstechnik 104 Sales promotion 102 Verkaufsförderung 101 Einzelhandel 96 Preismanagement 90 Pricing strategy 90 Retail trade 88 Management 87 Sales management 83 Strategic management 80 E-commerce 74 Online-Handel 74
more ... less ...
Online availability
All
Undetermined 770 Free 326
Type of publication
All
Book / Working Paper 1,811 Article 1,460 Journal 22
Type of publication (narrower categories)
All
Article in journal 1,278 Aufsatz in Zeitschrift 1,278 Graue Literatur 184 Non-commercial literature 184 Aufsatz im Buch 167 Book section 167 Hochschulschrift 123 Working Paper 119 Arbeitspapier 118 Ratgeber 111 Guidebook 99 Thesis 89 Lehrbuch 70 Collection of articles of several authors 68 Sammelwerk 68 Textbook 68 Bibliografie enthalten 44 Bibliography included 44 Case study 27 Fallstudie 27 Aufsatzsammlung 21 Konferenzschrift 21 Bibliographie 19 Glossar enthalten 19 Glossary included 19 Conference proceedings 18 Conference paper 15 Konferenzbeitrag 15 Dissertation u.a. Prüfungsschriften 14 Amtsdruckschrift 12 Government document 12 Reprint 8 Handbook 7 Handbuch 7 Enzyklopädie 6 Statistik 6 CD-ROM, DVD 4 Fallstudiensammlung 4 Wörterbuch 4 Interview 3
more ... less ...
Language
All
English 2,593 German 547 Undetermined 131 French 15 Swedish 4 Danish 2 Dutch 2 Russian 2 Italian 1 Norwegian 1 Portuguese 1 Spanish 1
more ... less ...
Author
All
Marshall, Greg W. 21 Agnihotri, Raj 18 Ahearne, Michael 17 Cron, William L. 17 Johnson, Jeff S. 15 Lee, Nick 15 Lane, Nikala 14 Madhani, Pankaj M. 14 Alavi, Sascha 13 Belz, Christian 13 DeCarlo, Thomas E. 13 Johnston, Mark W. 13 Moncrief, William C. 13 Pullins, Ellen 13 Schiffman, Stephan 13 Schmitz, Christian 13 Sickel, Christian 13 Albers, Sönke 12 Dalrymple, Douglas J. 12 Friend, Scott B. 12 Guenzi, Paolo 12 Homburg, Christian 12 Tanner, John F. 12 Terho, Harri 12 Wieseke, Jan 12 Futrell, Charles M. 11 Habel, Johannes 11 Rapp, Adam 11 Sharma, Arun 11 Zoltners, Andris A. 11 Bush, Alan J. 10 Hughes, Douglas E. 10 Ingram, Thomas N. 10 Panagopoulos, Nikolaos G. 10 Haas, Alexander 9 Jobber, David 9 Lorimer, Sally E. 9 Schwalbe, Heinz 9 Sinha, Prabhakant 9 Svensson, Göran 9
more ... less ...
Institution
All
Springer Fachmedien Wiesbaden 13 American Marketing Association 10 National Bureau of Economic Research 10 Books on Demand GmbH <Norderstedt> 5 National Industrial Conference Board 5 Europäische Kommission / Statistisches Amt 3 GABAL-Verlag GmbH 3 Haufe-Lexware GmbH & Co. KG 3 OECD 3 Wiley-VCH 3 Bundesverband Druck / Abteilung Betriebswirtschaft 2 Deutsches Handelsinstitut 2 European Foundation for the Improvement of Living and Working Conditions 2 Europäische Gemeinschaften / Kommission / Statistisches Amt 2 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 2 Lüneburger Mittelstands-Symposium <1, 1988, Lüneburg> 2 Princeton University Press 2 Redline Verlag 2 Rothmann & Cie. <Hamburg> 2 Tredition GmbH <Hamburg> 2 Volkswirtschaftliche Fakultät, Ludwig-Maximilians-Universität München 2 AMA Summer Academic Conference <2019, Chicago, Ill.> 1 AMA Winter Academic Conference <2020, San Diego, Calif.> 1 Agfa-Aktiengesellschaft 1 Alexander Group, Inc. 1 American Management Association 1 Australian and New Zealand Marketing Academy Conference 1-3 Dec. 2003 Adelaide, S. Aust. 1 Basler & Hofmann, Ingenieure und Planer AG <Zürich> 1 Canada / Restrictive Trade Practices Commission 1 Centre for Economic Policy Research 1 Chartered Institute of Marketing 1 Chicago Trust Company 1 College of Law and Business 1 Conference Board's Division of Management Research 1 Conservative Political Centre 1 Deutschland / Bundesministerium für Verkehr, Bau und Stadtentwicklung 1 Duncker & Humblot 1 Europäische Kommission / Consumers, Health, Agriculture and Food Executive Agency 1 Europäische Kommission / Generaldirektion Justiz und Verbraucher 1 F.A.Z.-Institut für Management-, Markt- und Medieninformationen / Geschäftsbereich Innovationsprojekte 1
more ... less ...
Published in...
All
The journal of personal selling & sales management : JPSSM 111 Industrial marketing management : the international journal for industrial and high-tech firms 105 Journal of business research : JBR 52 Journal of personal selling & sales management 44 SpringerLink / Bücher 42 The journal of business & industrial marketing 38 Journal of marketing 28 Journal of the Academy of Marketing Science 28 Journal of marketing education : JME 24 The journal of real estate finance and economics 20 European journal of marketing : EJM 15 Journal of business-to-business marketing 15 Journal of retailing and consumer services 14 Springer eBook Collection / Business and Economics 14 Discussion paper / Centre for Economic Policy Research 13 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 13 Journal of strategic marketing 13 Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung 12 Harvard business review : HBR 12 Management science : journal of the Institute for Operations Research and the Management Sciences 12 European journal of operational research : EJOR 11 Journal of business ethics : JOBE 10 Journal of marketing research : JMR 10 NBER working paper series 10 Working paper / National Bureau of Economic Research, Inc. 10 Business horizons 9 Der Verkaufsberater 9 Journal of retailing 9 Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences 9 Sales management : a multinational perspective 9 The Oxford handbook of strategic sales and sales management 9 Vision : the journal of business perspective 9 Europäische Hochschulschriften / 5 8 International journal of production economics 8 Springer eBook Collection 8 Marketing letters : a journal of research in marketing 7 Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis 7 Psychology & marketing 7 Real estate economics : journal of the American Real Estate and Urban Economics Association 7 Research 7
more ... less ...
Source
All
ECONIS (ZBW) 2,752 USB Cologne (EcoSocSci) 513 RePEc 21 BASE 4 EconStor 2 ArchiDok 1
Showing 1 - 50 of 3,293
Cover Image
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
Persistent link: https://ebtypo.dmz1.zbw/10013539269
Saved in:
Cover Image
Hybrid Mode of Production, Transaction, and Economic Growth: Implication of Digitalization
Mandal, Biswajit; Roy Chakraborty, Labani; Sanyal, Alapan - 2023
This essay attempts to build a simple theoretical model of optimization to decipher the effect of digitalization of a part of the entire production structure which we call here trading or transaction or marketing. In the basic model we use traditional Cobb - Douglas production function to argue...
Persistent link: https://ebtypo.dmz1.zbw/10014001735
Saved in:
Cover Image
The duality of HR analysts' storytelling : showcasing and curbing
Fu, Na; Keegan, Anne; McCartney, Steven - In: Human resource management journal : HRMJ ; the … 33 (2023) 2, pp. 261-286
Persistent link: https://ebtypo.dmz1.zbw/10014279074
Saved in:
Cover Image
The effects of size-dependent policy on the sales distortion reporting : focusing on the discretionary sales management of Korean SMEs
Jung, A-Reum; Jung, Do-Jin - In: Managerial and decision economics : MDE ; the … 43 (2022) 2, pp. 301-320
Persistent link: https://ebtypo.dmz1.zbw/10012818460
Saved in:
Cover Image
Business model choice under right-to-repair : economic and environmental consequences
Gulserliler, Ece G.; Atasu, Atalay; Van Wassenhove, Luk N. - 2022
Persistent link: https://ebtypo.dmz1.zbw/10012799533
Saved in:
Cover Image
An examination of ticket pricing in a multidisciplinary sports mega-event
Solanellas, Francesc; Muñoz, Joshua; Petchamé, Josep - In: Economies : open access journal 10 (2022) 12, pp. 1-21
Some studies have examined ticket sales in the context of a sporting event. However, only a few have investigated the determinants of ticket prices, and, to date, none have done so in the context of a multidisciplinary sports mega-event. This study examines this complex paradigm through the case...
Persistent link: https://ebtypo.dmz1.zbw/10013499754
Saved in:
Cover Image
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://ebtypo.dmz1.zbw/10013187388
Saved in:
Cover Image
Organisational and environmental indicators of B2B sellers' sales performance in services firms
Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European business review 34 (2022) 4, pp. 578-602
Persistent link: https://ebtypo.dmz1.zbw/10013412243
Saved in:
Cover Image
Probabilistic selling in vertically differentiated markets : the role of substitution
He, Ying; Rui, Huaxia - In: Production and operations management : the flagship … 31 (2022) 11, pp. 4191-4204
Persistent link: https://ebtypo.dmz1.zbw/10013461458
Saved in:
Cover Image
Price setting with customer capital : sales, teasers, and rigidity
Rudanko, Leena - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013382296
Saved in:
Cover Image
Writing telepathy back into marketing theory
Tadajewski, Mark - In: Marketing theory 22 (2022) 3, pp. 421-443
Persistent link: https://ebtypo.dmz1.zbw/10013388910
Saved in:
Cover Image
Rethinking "marketing as applied economics"
Tadajewski, Mark - In: Marketing theory 22 (2022) 4, pp. 643-665
Persistent link: https://ebtypo.dmz1.zbw/10013435588
Saved in:
Cover Image
Third-party sale of information
Evans, Robert; Park, In-Uck - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013484932
Saved in:
Cover Image
Toward a shared leadership environment : insights into retail salespeople's work environment
Berg, Alexandra Martina van der; Foege, Johann Nils; … - In: Journal of personal selling & sales management 42 (2022) 2, pp. 121-138
Persistent link: https://ebtypo.dmz1.zbw/10013361666
Saved in:
Cover Image
Sales and self : the noneconomic value of selling the fruits of one's labor
Schnurr, Benedikt; Fuchs, Christoph; Maira, Elisa; … - In: Journal of marketing 86 (2022) 3, pp. 40-58
Persistent link: https://ebtypo.dmz1.zbw/10013258846
Saved in:
Cover Image
The sale of data : learning synergies before M&As
Dubus, Antoine; Legros, Patrick - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013266359
Saved in:
Cover Image
Exploring opportunism, conflict, noneconomic satisfaction and economic satisfaction in a B2B context : a buyer and seller perspective
Jyh-Liang, Guan; Lee, Tzong-ru; Roberts-Lombard, Mornay; … - In: South African journal of business management 53 (2022) 1, pp. 1-12
Purpose: The purpose of the study is to test the relationships between the antecedents of noneconomic satisfaction and its influence on economic satisfaction from both a seller's and a purchaser's perspective. Design/methodology/approach: Purchase and sales managers working for Taiwanese...
Persistent link: https://ebtypo.dmz1.zbw/10013348508
Saved in:
Cover Image
Toward digital service-sales ambidexterity in industrial firms : a microfoundations perspective
Classen, Moritz - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013348897
Saved in:
Cover Image
Understanding value creation through digital and in-person communication in solution selling process
Julkunen, Saara; Koponen, Jonna; Nickell, David - In: Nordic journal of business : NJB 71 (2022) 1, pp. 5-25
Persistent link: https://ebtypo.dmz1.zbw/10013327278
Saved in:
Cover Image
Hybrid offerings sales capability : conceptualization, scale development and validation
Schaarschmidt, Mario; Walsh, Gianfranco; Evanschitzky, … - In: British journal of management 33 (2022) 3, pp. 1560-1583
Persistent link: https://ebtypo.dmz1.zbw/10013331139
Saved in:
Cover Image
To sell or not to sell? : a transatlantic debate
Schöne, Dorothea (interviewer); Köhler, Thomas (interviewee) - In: Journal for art market studies 6 (2022) 1, pp. 1-5
Persistent link: https://ebtypo.dmz1.zbw/10013462402
Saved in:
Cover Image
Determinants of side selling behaviour in emerging sorghum supply chains in Kisumu County, Kenya
Nyamamba, Janet Sigara; Ayuya, Oscar Ingasia; Sibiko, … - In: Cogent economics & finance 10 (2022) 1, pp. 1-15
Vertical coordination in agriculture has received popularity in recent years. They have emerged to transform farm enterprises from subsistence farming to commercially oriented production. Despite the importance attached to them, some farm enterprise owners are involved in side selling even...
Persistent link: https://ebtypo.dmz1.zbw/10013464681
Saved in:
Cover Image
Six Sigma in Sales and Marketing : Major Benefits
Madhani, Pankaj M. - 2022
Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects in any process – from manufacturing to non-manufacturing and from product to service. There is a lot of interest in deploying Six Sigma to sales and marketing to reduce the uncertainty inherent in it....
Persistent link: https://ebtypo.dmz1.zbw/10013298335
Saved in:
Cover Image
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...
Persistent link: https://ebtypo.dmz1.zbw/10013295456
Saved in:
Cover Image
Start-ups for sale!
Norbäck, Pehr-Johan; Persson, Lars; Svensson, Roger - 2022
When should entrepreneurs choose to enter the market with a start-up? And when should they sell their invention or business idea? New research on how entrepreneurs decide between entry and sale offers significant insights for policy makers concerned about economic welfare. At first glance, the...
Persistent link: https://ebtypo.dmz1.zbw/10013296076
Saved in:
Cover Image
Selling Antitrust
Hovenkamp, Herbert - 2022
Antitrust enforcers and its other defenders have never done a good job of selling their field to the public. That is not entirely their fault. Antitrust is inherently technical, and a less engaging discipline to most people than, say, civil rights or criminal law. The more serious problem is...
Persistent link: https://ebtypo.dmz1.zbw/10013306075
Saved in:
Cover Image
The Study on Digital Marketing Influences on Sales for B2B Start-Ups in South Asia
Hawaldar, Iqbal Thonse; Ullal, Mithun S; Sarea, Adel; … - 2022
South Asia has seen a digital revolution in recent years. The number of persons who use the internet has risen drastically. They use it for shopping, social media and online sales. However, there exists a literature gap as far as the effect of outbound digital marketing in B2B markets is...
Persistent link: https://ebtypo.dmz1.zbw/10013307803
Saved in:
Cover Image
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://ebtypo.dmz1.zbw/10013389228
Saved in:
Cover Image
Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus; Voeth, Markus - In: Journal of business economics : JBE 92 (2022) 2, pp. 163-196
Persistent link: https://ebtypo.dmz1.zbw/10013187195
Saved in:
Cover Image
How Well Do Women Sell?
Fleischer, Carina; Kraft, Holger; Weiss, Farina - 2022
This paper documents a gender revenue gap arising when individuals sell personal belongings such as china, jewelry, paintings, toys, and furniture. We study a novel data set that is hand-collected from a popular TV show which is watched every weekday by more than 2 million people. The median...
Persistent link: https://ebtypo.dmz1.zbw/10013403680
Saved in:
Cover Image
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
Persistent link: https://ebtypo.dmz1.zbw/10012802187
Saved in:
Cover Image
The pseudoscientist "priest" : religiously selling nanotechnology
Dean, Andrew Kristoffer - In: Journal of marketing management : JMM ; journal of the … 37 (2021) 15/16, pp. 1550-1572
Persistent link: https://ebtypo.dmz1.zbw/10012802290
Saved in:
Cover Image
Sales organizations, industrial organization and economic value in Norway
Grainger, Corbett - 2021
Persistent link: https://ebtypo.dmz1.zbw/10012518103
Saved in:
Cover Image
Value first, then price : the new paradigm of B2B buying and selling
Hinterhuber, Andreas; Snelgrove, Todd C.; Stensson, Bo-Inge - In: Journal of revenue and pricing management 20 (2021) 4, pp. 403-409
Persistent link: https://ebtypo.dmz1.zbw/10012601012
Saved in:
Cover Image
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...
Persistent link: https://ebtypo.dmz1.zbw/10012664721
Saved in:
Cover Image
Digital transformation challenges successful enterprises : an exploration of the collaboration of marketing and sales department in German organizations
Hauer, Georg; Naumann, Nadine; Harte, Patrick - In: Innovation & management review 18 (2021) 2, pp. 164-174
Purpose - The purpose of this study is to investigate the influence of digital transformation on the intersection of marketing and sales departments. Design/methodology/approach - This area has received little attention in academic literature while considerable amount of research exists...
Persistent link: https://ebtypo.dmz1.zbw/10012606850
Saved in:
Cover Image
How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling
Jong, Ad de; Zacharias, Nicolas; Nijssen, E. J. - In: Journal of the Academy of Marketing Science 49 (2021) 2, pp. 304-326
Persistent link: https://ebtypo.dmz1.zbw/10012434107
Saved in:
Cover Image
Re-designing adaptive selling strategies : the role of different types of shopping companions
Scholz, Tobias M.; Redler, Jörn; Pagel, Sven - In: Review of managerial science : RMS 15 (2021) 5, pp. 1243-1280
Persistent link: https://ebtypo.dmz1.zbw/10012549751
Saved in:
Cover Image
Closing techniques for selling software innovations
Kozludzhova, Katerina - In: Marketing i menedžment innovacij : m&mi (2021) 3, pp. 223-236
Persistent link: https://ebtypo.dmz1.zbw/10013162695
Saved in:
Cover Image
Performance management through compensation and motivation : an intervention study beyond pay for performance in the sales force
Solbach, Jonas - 2021
Persistent link: https://ebtypo.dmz1.zbw/10013332597
Saved in:
Cover Image
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 502-520
Persistent link: https://ebtypo.dmz1.zbw/10012548062
Saved in:
Cover Image
Show and Sell : Studying the Effects of Branded Cigarette Product Placement in TV Shows on Cigarette Sales
Goli, Ali; Mummalaneni, Simha; Chintagunta, Pradeep K.; … - 2021
We evaluate whether and how branded TV product placement affects sales for cigarette brands. We use data on product placement from TV shows and data on retail sales of cigarettes to estimate a demand model that incorporates the level of product placement exposure for each cigarette brand. We...
Persistent link: https://ebtypo.dmz1.zbw/10013220677
Saved in:
Cover Image
A Model of Livestream Selling with Online Influencers
Hou, Jing; Shen, Houcai; Xu, Fasheng - 2021
As the usage of livestreaming as a shopping channel skyrocketed during Covid-19 lockdowns (especially in China), numerous brands started to leverage livestream selling to drive sales. One core challenge for companies is to identify when to join the tide of livestream selling and how to select a...
Persistent link: https://ebtypo.dmz1.zbw/10013217736
Saved in:
Cover Image
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...
Persistent link: https://ebtypo.dmz1.zbw/10013214381
Saved in:
Cover Image
Product Selling Versus Pay-Per-Use Services : A Strategic Analysis of Competing Business Models
Ladas, Kostas; Kavadias, Stelios; Loch, Christoph H. - 2021
We present a model that suggests possible explanations for the observed proliferation of "pay-per-use" (PPU) business models over the last two decades. Delivering "fractions" of a product as a service off ers a cost advantage to customers with lower usage but requires extra delivery costs....
Persistent link: https://ebtypo.dmz1.zbw/10013243264
Saved in:
Cover Image
Gamification for Sales Incentives
Woźniak, Jacek - 2021
Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...
Persistent link: https://ebtypo.dmz1.zbw/10013246128
Saved in:
Cover Image
Selling Cross-Border in Online Markets : The Impact of the Ban on Geoblocking Strategies
Bourreau, Marc; Manenti, Fabio M. - 2021
We develop a model of strategic geoblocking, where two competing multi-channel retailers, located in different countries, can decide to block access to their online store from foreign consumers. We characterize the equilibrium when firms decide unilaterally whether to introduce geoblocking...
Persistent link: https://ebtypo.dmz1.zbw/10013314958
Saved in:
Cover Image
Reselling or Agency Selling? Consumer Valuation, Quality Design, and Manufacturers' Competition
Hsiao, Lu; Ma, Xin; Chen, Ying-Ju - 2021
The retail e-commerce yields lucrative revenue in many industries. In this work, we provide a strategic perspective by investigating how consumer valuation, product quality, and manufacturers’ competition influence the choice of selling agreement using stylized models. The utility and...
Persistent link: https://ebtypo.dmz1.zbw/10013236558
Saved in:
Cover Image
A Strategic Simulation of Different Intervention Plans to Evaluate Companies' Salespeople Developmental Intervention Decisions
Oh, Joon-Hee; Johnston, Wesley J. - 2021
Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their...
Persistent link: https://ebtypo.dmz1.zbw/10013216395
Saved in:
Cover Image
Auction Design and Order of Sale with Budget-Constrained Bidders
Bergmann, Ulrich; Konovalov, Arkady - 2021
The presence of financial constraints changes traditional auction theory predictions. In the case of multiple items, such constraints may affect revenue equivalence and efficiency of different auction formats. We consider a simple complete information setting with three financially constrained...
Persistent link: https://ebtypo.dmz1.zbw/10013212209
Saved in:
  • 1
  • 2
  • 3
  • 4
  • 5
  • 6
  • 7
  • 8
  • 9
  • 10
  • Next
  • Last
A service of the
zbw
  • Sitemap
  • Plain language
  • Accessibility
  • Contact us
  • Imprint
  • Privacy

Loading...