Search Results - subject_exact:"Verkaufspersonal"

Frontline Employee Empowerment im Handel

Biernath, David - 2016

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

Brunner, Sabine - 2015

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

Löwenberg, Margot - 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

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

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

Rankel, Roger - 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

Das perfekte Verkaufsgespräch

Haase, Lothar - 2016 - 2. Auflage

Geisterfahrer bei Facebook

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

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

Hellmann, Janina - 2016

Should we fire him for that post?

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

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

Der strategische Einfluss von Informationen in Vertrauensgütermärkten : eine spieltheoretische Analyse

Reik, Steffen - 2016 - 1. Aufl. 2016

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

Unorganised retail trade workers in India : socio-economic conditions

Agrawal, Nidhi - 2016

Employee mere presence and its impact on customer satisfaction

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

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

Conceptual foundations and case studies of salesforce compensation plans

Braumann, Marlon - 2016

Dynamic peer effects in sales teams

Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - 2013

Delegation and performance pay : evidence from industrial sales forces

Ghosh, Mrinal K.; Lafontaine, Francine; Lo, Desmond - 2013

Deeds that help and words that hurt : helping and gossip as moderators of the relationship between leader-member exchange and advice network centrality

Erdogan, Berrin; Bauer, Talya N.; Walter, Jorge - In: Personnel psychology : a journal of applied research 68 (2015) 1, pp. 185-214

The challenger customer : selling to the hidden influencer who can multiply your results

Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015

Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus...

Brand culture and branded workers : service work and aesthetic labour in fashion retail

Pettinger, Lynne - In: Brands : interdisciplinary perspectives, (pp. 13-33). 2015

Üben, üben, üben : gute Verkäufer trainieren hart

Markgraf, Ingo; Hohaus, Roman - In: Kundenorientierung und Kundenservice in der Touristik : …, (pp. 143-148). 2015

Positive and negative social reactions to salesperson deviance

Hochstein, Bryan W.; Bonney, Leff; Clark, Melissa - In: Journal of marketing theory and practice 23 (2015) 3, pp. 303-320

Toward understanding persuasion expressions : the activation of attitudes

Whittler, Tommy E.; Manolis, Chris - In: Psychology & marketing 32 (2015) 8, pp. 874-890

When stress frustrates and when it does not : configural models of frustrated versus mellow salespeople

Leischnig, Alexander; Ivens, Björn Sven; Henneberg, … - In: Psychology & marketing 32 (2015) 11, pp. 1098-1114

Manager les vendeurs du luxe : stratégies pour créer des ambassadeurs de marque

Merk, Michaela - 2015

Das Verkaufspersonal als Determinante der Einkaufsstättenwahl unter Berücksichtigung des Gendermarketing

Möhlenbruch, Dirk; Dölling, Steffen; Rotsch, Nancy - 2015

The dynamic nature of collective turnover and unit performance : the impact of time, quality, and replacements

In: Academy of Management journal : AMJ 58 (2015) 4, pp. 1208-1232

Soziale Vernetzung von Vertriebsmitarbeitern : empirische Studien in Business-to-Business-Märkten

Bill, Fabian - 2015 - 1. Aufl. 2015

Portfolio company best practices : give salespeople free range, but establish an outer perimeter

Gray, Harry; Greenway, Chad; Feeney, Robert - In: The journal of private equity : JPE : strategies and … 18 (2014/15) 4, pp. 19-25

The thin line between love and hate of attention : the customer shopping experience

In: Journal of marketing theory and practice 23 (2015) 4, pp. 415-433

The ambivalent consumer : a sequential investigation of response amplification in buyer-seller encounters

Bush, Victoria D.; Yang, Lifeng; Hill, Katerina E. - In: Journal of marketing theory and practice 23 (2015) 4, pp. 402-414

Salesperson lone wolf tendencies : the roles of social comparison and mentoring in a mediated model of performance

In: Journal of marketing theory and practice 23 (2015) 4, pp. 351-369

An overview of industry practice and empirical research in retail workforce management

Kesavan, Saravanan; Mani, Vidya - In: Retail supply chain management : quantitative models …, (pp. 113-145). 2015

Launching new products with a direct sales force : a case study and grounded theory

Klitzke, Benjamin - 2015

"Es geht nicht nur ums Geld"

Zoltners, Andris A.; McGinn, Daniel - In: Harvard-Business-Manager : das Wissen der Besten 37 (2015) 6, pp. 48-53

Die richtige variable Vergütung

Roberge, Mark - In: Harvard-Business-Manager : das Wissen der Besten 37 (2015) 6, pp. 40-47