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  • Search: subject_exact:"Verkauf"
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Year of publication
Subject
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Verkauf 4,297 Selling 3,691 Verkaufspersonal 1,118 Salespeople 1,117 Theorie 594 Theory 587 Beziehungsmarketing 543 Relationship marketing 539 Sales 521 Absatz 502 Marketing 473 Konsumentenverhalten 466 Consumer behaviour 464 Marketingmanagement 384 Marketing management 363 B-to-B-Marketing 358 Business-to-business marketing 358 Vertrieb 297 Lieferantenmanagement 274 Supplier relationship management 274 Physical distribution 255 Erfolgsfaktor 191 Online retailing 191 Online-Handel 191 USA 188 United States 179 Sales promotion 178 Verkaufsförderung 176 Success factor 174 Preismanagement 156 Pricing strategy 156 Einzelhandel 144 Arbeitsleistung 143 Electronic Commerce 142 Job performance 142 Deutschland 138 E-commerce 131 Retail trade 131 Management 129 Strategisches Management 121
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Online availability
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Undetermined 1,393 Free 579 CC license 33 Digitizable 3
Type of publication
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Book / Working Paper 2,156 Article 2,115 Journal 27
Subcategories
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Article in journal 1,847 Book section 187 Working paper 165 Guidebook 112 Textbook 72 Case study 46 Proceedings 40 Glossary included 19 Reference work 10 Government document 9 Handbook 8 Statistics 6 Literature review 2 Introduction 1 Newspaper 1
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Language
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English 3,584 German 567 Undetermined 123 French 17 Swedish 4 Dutch 2 Russian 2 Spanish 2 Danish 1 Italian 1 Norwegian 1 Portuguese 1
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Author
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Agnihotri, Raj 27 Habel, Johannes 25 Ahearne, Michael 24 Alavi, Sascha 21 Johnson, Jeff S. 21 Marshall, Greg W. 20 Rangarajan, Deva 19 Cron, William L. 17 DeCarlo, Thomas E. 17 Homburg, Christian 17 Lee, Nick 17 Pullins, Ellen 16 Schmitz, Christian 16 Friend, Scott B. 15 Deeter-Schmelz, Dawn R. 14 Guenzi, Paolo 14 Hughes, Douglas E. 13 Johnston, Mark W. 13 Lam, Son K. 13 Lane, Nikala 13 Madhani, Pankaj M. 13 Plouffe, Christopher R. 13 Rapp, Adam 13 Sharma, Arun 13 Sickel, Christian 13 Sinha, Prabhakant 13 Tanner, John F. 13 Terho, Harri 13 Wieseke, Jan 13 Albers, Sönke 12 Belz, Christian 12 Bolander, Willy 12 Dalrymple, Douglas J. 12 Dixon, Andrea L. 12 Moncrief, William C. 12 Zoltners, Andris A. 12 Chaker, Nawar N. 11 Good, Valerie 11 Haas, Alexander 11 Le Meunier-FitzHugh, Kenneth 11
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Institution
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American Marketing Association 14 Springer Fachmedien Wiesbaden 13 National Bureau of Economic Research 12 Books on Demand GmbH <Norderstedt> 5 GABAL-Verlag GmbH 4 National Industrial Conference Board 4 Wiley-VCH 4 AMA Winter Academic Conference <2023, Nashville, Tenn.> 3 AMA Winter Academic Conference <2023, Online> 3 Europäische Kommission / Statistisches Amt 3 Haufe-Lexware GmbH & Co. KG 3 USA / Bureau of Foreign and Domestic Commerce 3 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 Nomos Verlagsgesellschaft 2 OECD 2 Rothmann & Cie. <Hamburg> 2 Tredition GmbH <Hamburg> 2 Verein für Socialpolitik 2 Winter Educators' Conference <1997, Saint Petersburg Beach, Fla.> 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 Basler & Hofmann, Ingenieure und Planer AG <Zürich> 1 Bayerische Landeszentrale für Neue Medien 1 Brunswick Land Company 1 Bundesverband Bürowirtschaft 1 Bundesverband Druck / Abteilung Betriebswirtschaft 1 Business International S.A 1 Centre for Economic Policy Research 1 Chartered Institute of Marketing 1 Chicago Trust Company 1 Compendio Bildungsmedien AG 1 Conference Board's Division of Management Research 1 Conservative Political Centre 1 Cornell University Agricultural Experiment Station, New York State College of Agriculture and Life Sciences, Cornell University 1 Deutsches Handelsinstitut 1
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms 151 The journal of personal selling & sales management : JPSSM 115 Journal of personal selling & sales management : JPSSM 90 Journal of business research : JBR 78 The journal of business & industrial marketing 62 SpringerLink / Bücher 51 Journal of the Academy of Marketing Science 47 Journal of marketing 41 Journal of marketing education : JME 32 Journal of retailing and consumer services 26 Journal of business-to-business marketing 25 International journal of production economics 24 Management science : journal of the Institute for Operations Research and the Management Sciences 23 The journal of real estate finance and economics 20 European journal of marketing 18 European journal of marketing : EJM 17 European journal of operational research : EJOR 17 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 17 Marketing science 15 Business horizons 14 Journal of strategic marketing 14 Production and operations management : the flagship research journal of the Production and Operations Management Society 14 Springer eBook Collection / Business and Economics 14 Asia Pacific journal of marketing and logistics 13 Discussion paper / Centre for Economic Policy Research 13 Harvard business review : HBR 13 Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung 12 Journal of marketing research : JMR 12 Journal of retailing 12 NBER working paper series 12 Managerial and decision economics : MDE ; the international journal of research and progress in management economics 11 Production and operations management : an international journal of the Production and Operations Management Society 11 Electronic commerce research 10 Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis 10 Working paper / National Bureau of Economic Research, Inc. 10 Der Verkaufsberater 9 International journal of industrial organization 9 Journal of business ethics : JOBE 9 Manufacturing & service operations management : M & SOM 9 NBER Working Paper 9
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Source
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ECONIS (ZBW) 3,791 USB Cologne (EcoSocSci) 487 EconStor 10 USB Cologne (business full texts) 4 OLC EcoSci 3 ArchiDok 2 RePEc 1
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Showing 1 - 50 of 3,902
 
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Selling on recommender platforms : demand boost versus customer migration
Karle, Heiko; Preuß, Marcel; Reisinger, Markus - 2026
Platforms that provide product recommendations to consumers, such as marketplaces like Amazon or online travel agencies like Expedia, govern a substantial part of transactions in many markets. In addition to selling via platforms, most firms, however, also operate a direct channel. This paper...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015596654
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Selling on recommender platforms : demand boost versus customer migration
Karle, Heiko; Preuß, Marcel; Reisinger, Markus - 2026
Book / Working Paper
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Selling self-disruptive technologies : identity-compatible advantage and the role-level microfoundations of automation adoption
Narayandas, Das; Zhang, Shunyuan - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015597360
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Selling consumer durables with buy-back guarantees
Sen, Arijit - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015620779
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Opaque selling with endogenous product characteristics
Hoover, Darren - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015651525
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Digital revitalization or useless effort? : public e-commerce support and local specialty sales
Han, Xintong; Dee, Jan Victor; Wang, Shaojia; Chen, Kefan - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015560326
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Digital transformation of B2B sales processes : exploring technology adoption and sales performance through a qualitative study
Belaid, Slim - 2026
Digital transformation is reshaping business-to-business (B2B) sales processes through the growing use of customer relationship management systems, analytics dashboards, automation tools, digital communication channels, and predictive technologies. However, the performance effects of these tools...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016073661
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Selling of care offerings and the ethicalisation of consumption
Tölg, Réka - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016085776
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Misaligned or made to fit? : how sales experience shapes the impact of communication incongruence on sales performance
Silva, Juliano Domingues da; Souza, José Walter Sampaio; … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015609871
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Short-term versus long-term time perspectives among B2B salespeople : switching or adapting influence tactics to enhance performance
Schmitt, Laurianne; Franck, Romain - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610112
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Consumer rebate strategy for a manufacturer selling price-quality differentiated products
Majumder, Sani; Nielsen, Izabela; Maity, Susanta; Saha, … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015375836
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Advance selling strategy and pricing decisions with online reviews
Tang, Ming-Zhao; You, Tian-Hui; Cao, Bing-Bing - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015375848
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Uncovering sales agents' recruitment, hiring and training practices as necessary conditions to sales agents' exceeding quota and turnover intentions
Conde, Richard - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610175
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Adoption of a value orientation : implications for B2B salespeople behaviors and performance
Mainardes, Emerson Wagner; Pereira, José Ricardo; … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610176
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The role of advertising in the choice between reselling and agency selling
Sigué, Simon Pierre; Gromova, Ekaterina - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015338362
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From perceived value to customer loyalty behavioral intentions : a social exchange theory perspective on value-based selling
Liu, Dong; Son, Sangbum; Zhu, Yupeng - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610431
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Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams
Koponen, Jonna; Julkunen, Saara; Laajalahti, Anne; … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015173268
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Different roads lead to Rome : a configurational investigation of solution Salespeople's sales success in business-to-business markets
Bongers, Franziska M.; Keller, Alisa K.; Stoffer, Gloria; … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015395423
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Antecedents and consequences of social media use in sales : a meta-analysis
Ladeira, Wagner Junior; Santini, Fernando de Oliveira; … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015595642
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A Stackelberg game analysis of livestreaming sales and product returns in e-commerce
Wei, Fangfang; Hao, Hao; Pourhejazy, Pourya; Xu, Zhaoran - 2025
Many enterprises selling products on e-commerce platforms have adopted livestreaming to increase sales volume. A high return rate, caused by an exaggerated presentation of the products, can overwhelm the supply chain. Livestreaming considering the product return issue has received little...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015420453
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Boosting e-commerce sales with live streaming : the power of barrages
Zhao, Jie; Zhou, Jie; Wu, Peng; Liang, Kun - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015595647
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Cross-selling challenges and opportunities : navigating managerial expectations, emotional exhaustion, and sales performance
Yeniaras, Volkan; Kaya, Ilker; Maden Eyiusta, Ceyda - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015591577
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When less pressure leads to more talk : sales tactics and word-of-mouth
Yang, Jingyi; Xu, Yuanyi; Lin, Zhibin - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015464223
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Store brand encroachment tactic considering asymmetric sales cost information
Cai, Jianhu; Cao, Zhengang; Zhu, Mengyi; Jia, Lishuang; … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015640621
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Fully leveraging AI in B2B sales : exploring sales managers' capabilities and organizational knowledge processes
Hautamäki, Pia; Heikinheimo, Minna - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015432141
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Global events demand global data : COVID-19 crisis responses and the future of selling and sales management around the globe
Rouziou, Maria; Bolander, Willy; Peesker, Karen; … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015433344
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Why salespeople fear pitching radical innovation : salespeople can feel out of their depth when selling breakthrough products : managers can help by creating a more collaborative sales culture
Schmitz, Bianca; Plötner, Olaf; Habel, Johannes - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015632191
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Enhancing restaurant profits via strategic wine sales
Sheridan, Scott; Dressler, Marc - 2025
The restaurant industry, especially fine dining, is characterized by intense competition and an increasing number of closures. Wine is a profit lever, but the exploitation of sales potential can present a challenge. As consumers encounter more extensive wine lists, they often find themselves...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015434533
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Pricing and bundling decisions for complementary products in an agency selling platform with risk-averse suppliers and stochastic demand
Hemmati, M.; Fatemi Ghomi, S. M. T.; Li, Hongyan - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015482860
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Online retail formats and product sales performance : the moderating role of product characteristics
Wang, Hao; Good, Valerie; Lim, Joon Ho - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015436274
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Selling in the digital age : tailoring information to B2B buyers' situational needs
Mottl, Lisa; Steiner, Michael - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015666524
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Livestream selling : how background and product type influence consumers' willingness to buy
Farace, Stefania; Roggeveen, Anne - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015614961
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KI – die erweiterte Intelligenz im Vertrieb : Tools, Anwendungen und Potenziale von Artificial Intelligence im Sales
Rainsberger, Livia - 2026 - 2., erweiterte und überarbeitete Auflage
Erklärung: Was ist neu und anders an KI? -- Nutzen: Was KI für den Vertrieb tun kann -- Relevanz: Wie KI den Vertriebsprozess unterstützt -- Praxis I: KI Sales Tools und ihre Einsatzmöglichkeiten -- Praxis II: Generative KI in Sales – Die Revolution des Vertriebsalltags -- Blick in die...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015652002
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Value-partitioning of sales contribution in business markets
Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015549370
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Exploring essential sales skills for entrepreneurial success
Pitzel, Joseph; Bélanger, Charles H.; Razmak, Jamil; … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015675819
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Asymmetric models of sales
Myatt, David P.; Ronayne, David - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015677903
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Asymmetric models of sales
Myatt, David P.; Ronayne, David - 2023 - Last compiled: 9 November 2023
Edition: Last compiled: 9 November 2023
Book / Working Paper
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Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations
Hartmann, Stefan; Homburg, Christian; Ruhnau, … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015519647
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Agile mindset for sales driven people in personal selling
Binckebanck, Lars; Eilers, Karen - 2026
This article analyses how digital transformation and artificial intelligence are reshaping personal selling in B-to-B markets and why these developments encounter specific acceptance and adaptation barriers among Sales Driven People. It introduces the concept of an Agile Mindset with four...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016060655
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Sales concentrations of digital brands
Anesbury, Zachary William; Stocchi, Lara; Naami, Tara - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015526606
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Optimal buy-online-and-pick-up-in-store strategies in the livestreaming selling context
Li, Zhengqiang; Ullah, Azmat; Xu, Qingyun; Lev, Benjamin - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015604056
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Building trust in hybrid selling
Schnichels, Stefan; Stumpfegger, Eva; Jones, David - 2026
Hybrid selling increases expectations for speed, flexibility and digital support, yet trust and relationship quality remain decisive in advisory settings. Based on 20 qualitative interviews with German insurance intermediaries, the article identifies five digital value drivers that shape...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016060678
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13. Selling artificial connection: ethical implications of Replika's service model
Green, James Frederick; Wiid, Ria - 2026
This case examines the ethical implications of an entrepreneurial venture centred around an Artificial Intelligence (AI)-driven service—Replika. Developed and provided by Luka Inc., a technology company co-founded by Eugenia Kuyda and Phil Dudchuk in 2015, Replika has become a popular AI...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016071326
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Trading salespersons for social media tools, a critical examination of social media tools deployment in the sales process of SMEs in Ghana
Nnindini, Sayibu Ibrahim; Zakari, Bukari; Akolaa, … - 2025
Social media and other digital tools are fast-changing business processes from companies' marketing and communication to the selling of their products. Hence, many firms, including SMEs worldwide, adopt social media as a means of linking customers to their products. Notwithstanding the keen...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015607077
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Empowering the sales force : how AI is revolutionizing modern sales management
Pratas, Joaquim Monteiro; Lima, Ana Pinto; Silva, Pedro … - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016084706
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Digitalising the sales process for e-commerce warehouse services at a logistics service provider
Strøm, Erika Marie; Münsberg, Tine Meidahl; Hvam, Lars; … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015625684
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The data-driven B2B sales organization : identifying sales potentials through targeted customer analysis
Gerster, Björn - 2026
Persistent link: https://ebvufind01.dmz1.zbw.eu/10016074479
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Marketing communications mix practices among micro and small-scale enterprises
Urbiztondo, Marge Ethan A. - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015638441
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An empirical investigation of wine sales as a driver of financial performance in restaurants : insights from real-world sales data
Chon, Jun Young; Gergaud, Olivier; Heo, Cindy Yoonjoung - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015376492
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Unintended consequences of selling B2B digital subscription add-ons for customer onboarding
Steinhoff, Lena; Kim, Jisu J.; Kanuri, Vamsi K.; … - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015509064
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Learning when to quit in sales conversations
Manzoor, Emaad; Ascarza, Eva; Netzer, Oded - 2025
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015515834
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Women's underrepresentation in business-to-business sales : reasons, contingencies, and solutions
Lanzrath, Aline Isabelle; Homburg, Christian; Ruhnau, … - 2025
Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business (B2B) sales and at higher hierarchical levels. Concurrently, the call for a more gender-diverse sales force is gaining momentum for social and...
Persistent link: https://ebvufind01.dmz1.zbw.eu/10015508860
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