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  • Search: subject_exact:"Verkaufspersonal"
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Year of publication
Subjects
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Verkaufspersonal 965 Salespeople 955 Beziehungsmarketing 199 Relationship marketing 196 Verkauf 166 Selling 152 USA 112 United States 110 Verkäufer 106 Deutschland 101 Absatz 92 Sales 92 Germany 84 Einzelhandel 76 Retail trade 68 Customer satisfaction 65 Kundenzufriedenheit 65 B-to-B-Marketing 62 Business-to-business marketing 62 Arbeitszufriedenheit 59 Job satisfaction 59 Arbeitsverhalten 57 Work behaviour 57 Consumer behaviour 55 Konsumentenverhalten 55 Dienstleistungsqualität 51 Leistungsmotivation 50 Service quality 50 Work motivation 48 Arbeitsleistung 47 Vertrieb 47 Customer service 46 Job performance 46 Kundenservice 46 Erfolgsfaktor 45 Physical distribution 45 Theorie 44 Theory 44 Success factor 40 Lieferantenmanagement 38
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Online availability
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Free 49 Undetermined 1
Type of publication
All
Article 755 Book / Working Paper 321
Type of publication (narrower categories)
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Article in journal 667 Aufsatz in Zeitschriften 667 Article in book 88 Aufsatz im Buch 88 Graue Literatur 61 Non-commercial literature 61 Hochschulschrift 54 Dissertation 50 Thesis 50 Working Paper 48 Arbeitspapier 44 Case study 29 Fallstudie 29 Collection of articles of several authors 13 Sammelwerk 13 Dissertation u.a. Prüfungsschriften 12 Lehrbuch 11 Glossar enthalten 6 Glossary included 6 Handbook 6 Handbuch 6 Amtsdruckschrift 4 Government document 4 Bibliographie enthalten 3 Bibliography included 3 Collection of articles written by one author 3 Ratgeber 3 Sammlung 3 Article 2 Interview 2 Medienkombination 2 Parlamentaria 2 Reprint 2 Aufgabensammlung 1 Aufsatzsammlung 1 Bibliographie 1 CD 1 CD-ROM, DVD 1 Commentary 1 Kommentar 1
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Language
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English 828 German 212 Undetermined 32 French 4
Persons
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Ahearne, Michael 17 Singh, Ramendra 13 Verbeke, Willem J. M. I. 13 Homburg, Christian 12 Rutherford, Brian N. 12 Schwepker, Charles H. <Jr.> 12 Wieseke, Jan 12 Jaramillo, Fernando 11 Rapp, Adam 10 Agnihotri, Raj 9 Bagozzi, Richard P. 9 Krafft, Manfred 9 Mantrala, Murali K. 9 Albers, Sönke 8 Bush, Alan J. 8 DeCarlo, Thomas E. 8 Haas, Alexander 8 Mallin, Michael L. 8 Mulki, Jay P. 8 Panagopoulos, Nikolaos G. 8 Altmann, Hans Christian 7 Flaherty, Karen E. 7 Friend, Scott B. 7 Guenzi, Paolo 7 Hughes, Douglas E. 7 Onyemah, Vincent 7 Park, Jungkun 7 Plouffe, Christopher R. 7 Dubinsky, Alan J. 6 Evans, Kenneth R. 6 Fournier, Christophe 6 Hamwi, G. Alexander 6 Kraus, Florian 6 Marshall, Greg W. 6 Tanner, John F. 6 Adamson, Brent 5 Arndt, Aaron D. 5 Dixon, Matthew 5 Hartmann, Nathaniel N. 5 Jones, Eli 5
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Institutions
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Springer Fachmedien Wiesbaden GmbH 4 Erasmus Research Institute of Management 2 AMACOM 1 American Marketing Association 1 Books on Demand GmbH <Norderstedt> 1 Bundesanstalt für Arbeitsschutz und Arbeitsmedizin 1 Forum Berufsbildung 1 GABAL-Verlag GmbH 1 Landesinstitut Sozialforschungsstelle <Dortmund> 1 Technische Universität Dortmund / Juniorprofessur für Dienstleistungsmanagement 1 The Sales Educators <Maitland, Fla.> 1 Universität St. Gallen 1 Verlag C. H. Beck 1
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Published in...
All
The journal of personal selling & sales management : JPSSM 95 Industrial marketing management : the international journal for industrial and high-tech firms 45 Journal of business research : JBR 40 The journal of business & industrial marketing 35 Journal of the Academy of Marketing Science 28 Journal of marketing theory and practice 24 The service industries journal 24 Journal of retailing and consumer services 17 Journal of marketing 13 Psychology & marketing 12 International journal of retail & distribution management 11 Journal of business ethics : JOBE 11 Journal of marketing research : JMR 10 Harvard-Business-Manager : das Wissen der Besten 9 European journal of marketing : EJM 8 Harvard business review : HBR 8 Journal of business-to-business marketing 8 Journal of retailing 8 Sales management : a multinational perspective 8 The international journal of human resource management 8 Journal of marketing management : MM 7 Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management 6 Handbook on business-to-business marketing 6 Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 6 Marketing letters : a journal of research in marketing 6 The Oxford handbook of strategic sales and sales management 6 Academy of Management journal : AMJ 5 Journal of managerial issues : JMI 5 Journal of marketing channels : ... distribution systems, strategy, and management 5 Journal of strategic marketing 5 Marketing intelligence & planning 5 American journal of business : applying research to practice ; AJB 4 Der Verkaufsberater 4 Gabler Edition Wissenschaft 4 International journal of pharmaceutical and healthcare marketing : IJPHM 4 Journal of customer behaviour 4 Journal of fashion marketing and management 4 Management science : journal of the Institute for Operations Research and the Management Sciences 4 RIBES / Rotterdams Instituut voor Bedrijfseconomische Studies, Faculteit der Economische Wetenschappen, Erasmus Universiteit Rotterdam 4 Reihe: Wissenschaftliche Arbeitspapiere 4
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Sources
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ECONIS (ZBW) 980 USB Cologne (EcoSocSci) 88 EconStor 7 OLC EcoSci 1
Showing 1 - 50 of 1,076
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Persönlichkeit und objektive Arbeitsleistung im Verkauf : Prüfung einer kurvilinearen Beziehung
Titze, Julia Leonore - 2017
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Salespeople as boundary spanners : exploring the psychology of the salesperson
Froböse, Christina - 2017
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Frontline Employee Empowerment im Handel
Biernath, David - 2016
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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
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Retail business staff scheduling under complex labor relations
Haase, Knut - 2016
The staff scheduling problem in the retail business is considered for which a new mathematical model and new solution methods are introduced. The problem is formalized as a set covering type problem. Columns represent feasible weekly working time patterns of one sales clerk. Rows correspond to...
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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 2016
11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...
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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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Compensating the sales force : a practical guide to designing winning sales reward programs
Cichelli, David J. - 2018 - Third edition
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Organizational barriers and the implementation of customer value map analysis : a case study of a global manufacturing firm in the polymer technology industry
Hallberg, Niklas; Andersson, Linn - In: Innovation in pricing : contemporary theories and best …, (pp. 54-71). 2018
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Winning on the margin : the B2B value imperative
Moorman, Mike - In: Innovation in pricing : contemporary theories and best …, (pp. 325-346). 2018
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The disruptive impact of customer engagement on the business-to-consumer sales force
Hochstein, Bryan W.; Bolander, Willy - In: Customer engagement marketing, (pp. 203-218). 2018
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Incentives versus reciprocity : insights from a field experiment
Chung, Doug J.; Narayandas, Das - 2015
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Dynamic processes in marketing : an application of mutilevel models to assess firm and salesperson performance development
Löwenberg, Margot - 2015
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Individual innovativeness and leadership support : a study on young professionals in the retail
Brunner, Sabine - 2015
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Motivation of customer-facing staff to sell highly innovative products : theoretical framework and empirical tests
Brösamle, Simon - 2015
Langfristiger Unternehmenserfolg hängt massgeblich von der Fähigkeit ab, kontinuierlich Innovationen zu entwickeln und diese erfolgreich am Markt zu etablieren. Viele Innovationen scheitern jedoch und bringen nicht den gewünschten Erfolg. Insbesondere bei hochinnovativen Produkten und...
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Verkäuferentwicklung als Erfolgshebel
Karbe, Joachim; Klug, Matthias - In: Brand the Future : systematische Markenentwicklung im B2B, (pp. 175-190). 2017
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Mitarbeiterpotenzial nach Maß
Gey, Thomas; Klug, Matthias - In: Brand the Future : systematische Markenentwicklung im B2B, (pp. 191-200). 2017
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Die Geheimnisse der Umsatzverdoppler : so machen auch Sie mehr aus Ihrem Geschäft
Rankel, Roger - 2017
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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
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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
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Consumers' desire to interact with a salesperson during e-shopping : development of a scale
Lee, Yun Jung; Dubinsky, Alan J. - In: International journal of retail & distribution management 45 (2017) 1, pp. 20-39
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A new model for measuring salesperson lifetime value
Farías, Pablo; Torres, Eduardo; Mora Cortez, Roberto - In: The journal of business & industrial marketing 32 (2017) 2, pp. 274-281
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Resilienz im persönlichen Verkauf : eine Wirkungsanalyse in Bezug auf die Verkaufsleistung
Pyka, Sebastian - 2017
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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
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Service innovation field experiments : developing and testing new innovation processes
Sørensen, Flemming B. - In: Research methods in service innovation, (pp. 181-202). 2017
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Buyer versus salesperson expectations for an initial B2B sales meeting
Kaski, Timo Arvid; Hautamaki, Pia; Pullins, Ellen Bolman; … - In: The journal of business & industrial marketing 32 (2017) 1, pp. 47-57
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Impression management tactics and performance ratings : a moderated-mediation framework
Bande, Belén; Fernández-Ferrín, Pilar; Otero-Neira, … - In: Journal of business-to-business marketing 24 (2017) 1, pp. 19-34
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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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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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Networking behavior and sales performance : examining potential gender differences
Macintosh, Gerrard; Krush, Michael - In: Journal of marketing theory and practice 25 (2017) 2, pp. 160-170
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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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Getting business-to-business salespeople to implement strategies associated with introducing new products and services
Johnson, Jeff S.; Sohi, Ravipreet S. - In: Industrial marketing management : the international … 62 (2017), pp. 137-149
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How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers : exploring the mediating role of customer-oriented behaviors
Lussier, Bruno; Hartmann, Nathaniel N. - In: Industrial marketing management : the international … 62 (2017), pp. 160-170
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Cross-cultural personal selling : agents’ competences in international personal selling of services
Antczak-Barzan, Anna; Sypniewska, Barbara A. - 2017
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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
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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
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Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict
Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 27-41
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Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 72-87
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Coaching von Mitarbeitern im persönlichen Verkauf : nachhaltige Kompetenzentwicklung für den Face-to-Face-Kontakt mit Kunden
Tiffert, Alexander - 2017
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Why do salespeople quit? : an empirical examination of own and peer effects on salesperson turnover behavior
Sunder, Sarang; Kumar, V.; Goreczny, Ashley; Maurer, Todd - In: Journal of marketing research : JMR 54 (2017) 3, pp. 381-397
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Employee display of burnout in the service encounter and its impact on customer satisfaction
Söderlund, Magnus - In: Journal of retailing and consumer services 37 (2017), pp. 168-176
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Examining the impact of job embeddedness on salesperson deviance : the moderating role of job satisfaction
Darrat, Mahmoud A.; Amyx, Douglas A.; Bennett, Rebecca J. - In: Industrial marketing management : the international … 63 (2017), pp. 158-166
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Service Excellence in der Beratung
Hossenfelder, Jörg - In: Service Design : innovative Services und exzellente …, (pp. 169-185). 2017
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The role of affective brand commitment on sales effort
Fu, Frank Q.; Elliott, Michael T.; Mano, Haim; … - In: Journal of marketing theory and practice 25 (2017) 3, pp. 257-273
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Is it better to give or receive? : the role of help in buffering the depleting effects of surface acting
Uy, Marilyn A.; Lin, Katrina Jia; Ilies, Remus - In: Academy of Management journal : AMJ 60 (2017) 4, pp. 1442-1461
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Erfolgreiche Vermarktung im Automobilhandel : Kompendium für Verkäufer und Verantwortliche in der Automobilbranche
Thönißen, Frank; Reinders, Daniela - 2017
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Understanding salesforce behavior using genetic association studies
Berg, Wouter Edzard van den - 2014
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Technischer Vertrieb : Panelstudie 2014 ; Status quo des technischen Vertriebs
Anlanger, Roman (contributor); Barrantes, Luis (contributor) - 2014
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