Search Results - subject_exact:"Verkaufspersonal"

Salespeople as boundary spanners : exploring the psychology of the salesperson

Froböse, Christina - 2017

Persönlichkeit und objektive Arbeitsleistung im Verkauf : Prüfung einer kurvilinearen Beziehung

Titze, Julia Leonore - 2017

Frontline Employee Empowerment im Handel

Biernath, David - 2016

Authentic leadership in sales management : the effects on salespeople’s task related outcomes

Aydin, Samet; Kaya, Nihat - In: Business and Economic Research : BER 6 (2016) 2, pp. 133-155

Dynamic processes in marketing : an application of mutilevel models to assess firm and salesperson performance development

Löwenberg, Margot - 2015

Individual innovativeness and leadership support : a study on young professionals in the retail

Brunner, Sabine - 2015

Incentives versus reciprocity : insights from a field experiment

Chung, Doug J.; Narayandas, Das - 2015

Verkäuferentwicklung als Erfolgshebel

Karbe, Joachim; Klug, Matthias - In: Brand the Future : systematische Markenentwicklung im B2B, (pp. 175-190). 2017

Mitarbeiterpotenzial nach Maß

Gey, Thomas; Klug, Matthias - In: Brand the Future : systematische Markenentwicklung im B2B, (pp. 191-200). 2017

Die Geheimnisse der Umsatzverdoppler : so machen auch Sie mehr aus Ihrem Geschäft

Rankel, Roger - 2017

The role of emotions on frontline employee turnover intentions

Cho, Yoon-Na; Rutherford, Brian N.; Friend, Scott B.; … - In: Journal of marketing theory and practice 25 (2017) 1, pp. 57-68

Incorporating a counterproductive work behavior perspective into the salesperson deviance literature : intentionally harmful acts and motivations for sales deviance

Hochstein, Bryan W.; Lilly, Bryan; Stanley, Sarah M. - In: Journal of marketing theory and practice 25 (2017) 1, pp. 86-103

Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople : a multi-group analysis

Hartmann, Nathaniel N.; Rutherford, Brian N.; Park, Jungkun - In: Journal of business research : JBR 70 (2017), pp. 153-159

Resilienz im persönlichen Verkauf : eine Wirkungsanalyse in Bezug auf die Verkaufsleistung

Pyka, Sebastian - 2017

The service configurator - how to optimally split project scopes

Hellström, Magnus; Sifontes Herrera, Víctor A.; … - In: Practices for network management : in search of …, (pp. 219-236). 2017

Customer experience and service employee experience : two sides of the same coin

Vaajakallio, Kirsikka; Mattelmaki, Tuuli; Roto, Virpi; … - In: An introduction to industrial service design, (pp. 17-24). 2017

Technischer Vertrieb : Panelstudie 2014 ; Status quo des technischen Vertriebs

2014

Understanding salesforce behavior using genetic association studies

Berg, Wouter Edzard van den - 2014

Homogenous contracts for heterogeneous agents : aligning salesforce composition and compensation

Daljord, Oystein; Misra, Sanjog; Nair, Harikesh S. - 2014 - This version: Jan 2014

Time to Money : wie der Vertrieb die Kommerzialisierung von Neuprodukten beschleunigen kann

Pracht, Andreas - 2014

Diese Arbeit untersucht, wie mit Hilfe des Vertriebs die Kommerzialisierung von Neuprodukten auf Business-to-Business (B2B) Märkten optimiert, das heisst beschleunigt werden kann. Hierzu wird die Bezugsgrösse Time to Money eingeführt, die in Anlehnung an die Time to Market - welche die Zeit...

Steuerung von Verkauf und Distribution am POS

Anzengruber, Markus - In: Controlling im Handel : innovative Ansätze und …, (pp. 57-73). 2016

Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework

DeCarlo, Thomas E.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 4, pp. 415-439

Ethical leadership in the salesforce : effects on salesperson customer orientation, commitment to customer value and job stress

Schwepker, Charles H. <Jr.>; Ingram, Thomas N. - In: The journal of business & industrial marketing 31 (2016) 7, pp. 914-927

Salespersons' empathy as a missing link in the customer orientation-loyalty chain : an investigation of drivers and age differences as a contingency

Gerlach, Gisela I.; Rödiger, Kai; Stock-Homburg, Ruth; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 221-239

An examination of personality in occupational outcomes : antagonistic managers, careless workers and extraverted salespeople

Wells, Robert; Ham, Roger; Junankar, Pramod N. - In: Applied economics 48 (2016) 7/9, pp. 636-651

Servant leadership, distributive justice and commitment to customer value in the salesforce

Schwepker, Charles H. <Jr.> - In: The journal of business & industrial marketing 31 (2016) 1, pp. 70-82

How angry customer complaints influence salesperson commitment to service quality

Tao, Kungpo; Karande, Kiran; Arndt, Aaron D. - In: Journal of marketing theory and practice 24 (2016) 3, pp. 265-282

Positive psychology in sales : integrating psychological capital

Friend, Scott B.; Johnson, Jeff S.; Luthans, Fred; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 306-327

Exploring the state of salesperson insecurity : how it emerges and why it matters?

Chaker, Nawar N.; Schumann, David W.; Zablah, Alex R.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 344-364

Does trustworthiness sell? : evidence from a lab-in-the-field experiment

Kröll, Markus; Essl, Andrea; Bieberstein, Frauke von; … - In: Measuring “nonstandard preferences” and their …, (pp. 7-34). 2016

Price delegation and performance pay : evidence from industrial sales forces

Lo, Desmond; Dessein, Wouter; Ghosh, Mrinal K.; … - In: The journal of law, economics, & organization 32 (2016) 3, pp. 508-544

Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents

Dai, Yue; Chao, Xiuli - In: International journal of production economics 172 (2016), pp. 31-42

The influence of salesperson depression, low performance, and emotional exhaustion on negative organizational deviance

Amyx, Douglas; Jarrell, Larry - In: Journal of managerial issues : JMI 28 (2016) 3/4, pp. 127-144

Should we fire him for that post?

Watson, Mary Anne; Lopiano, Gabrielle R. - In: Harvard business review : HBR 94 (2016) 3, pp. 103-107

Geisterfahrer bei Facebook

Watson, Mary Anne; Lopiano, Gabrielle R. - In: Harvard-Business-Manager : das Wissen der Besten 38 (2016) 5, pp. 90-97

Das perfekte Verkaufsgespräch

Haase, Lothar - 2016 - 2. Auflage

Are good salespeople born or made? A new perspective on an age-old question : implicit theories of selling ability

Novell, Corinne A.; Machleit, Karen A.; Sojka, Jane Z. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 309-320

Der Einfluss des Mitarbeiterverhaltens auf die Kundenzufriedenheit : eine wissenschaftliche Analyse empirischer Befunde

Hellmann, Janina - 2016

Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?

Gillespie, Erin Adamson; Noble, Stephanie M.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 6, pp. 707-725

Der strategische Einfluss von Informationen in Vertrauensgütermärkten : eine spieltheoretische Analyse

Reik, Steffen - 2016 - 1. Aufl. 2016

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

Workplace spirituality governance : impact on customer orientation and salesperson performance

Chawla, Vaibhav - In: The journal of business & industrial marketing 31 (2016) 4, pp. 498-506

Conceptual foundations and case studies of salesforce compensation plans

Braumann, Marlon - 2016

Unorganised retail trade workers in India : socio-economic conditions

Agrawal, Nidhi - 2016

A job demands-resources perspective on salespersons’ market intelligence activities in new product development

Kuester, Sabine; Rauch, Andreas - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 19-39

Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success

Alavi, Sascha; Wieseke, Jan; Guba, Jan Helge - In: Journal of retailing 92 (2016) 1, pp. 40-55

In-store design and marketing effects : taking account of the influence of servicescape design upon retail brand frontline employees

Kearney, Treasa - In: Multi-channel marketing, branding and retail design : …, (pp. 193-217). 2016

Employees’ emotional reactions to customer deal requests

Gillison, Stephanie T.; Northington, William Magnus; … - In: Journal of marketing theory and practice 24 (2016) 2, pp. 147-165

On the dysfunctional consequences of salesperson exhaustion

Darrat, Mahmoud; Atinc, Guclu; Babin, Barry J. - In: Journal of marketing theory and practice 24 (2016) 2, pp. 236-245

Employee mere presence and its impact on customer satisfaction

Söderlund, Magnus - In: Psychology & marketing 33 (2016) 6, pp. 449-464