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isPartOf:"Human performance"
~isPartOf:"Baltic journal of management"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Information provision"
~subject:"Success factor"
~type_genre:"Aufsatz in Zeitschrift"
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Search: subject_exact:"Verkaufspersonal"
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Information provision
Success factor
Salespeople
159
Verkaufspersonal
159
Selling
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Verkauf
77
B-to-B-Marketing
50
Business-to-business marketing
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Plouffe, Christopher R.
3
Chen, Annie Huiling
2
Peng, Norman
2
Andreev, Pavel
1
Bagozzi, Richard P.
1
Barclay, Donald W.
1
Belschak, Frank
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1
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1
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1
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1
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1
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Human performance
Baltic journal of management
Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
8
Journal of personal selling & sales management
6
Journal of the Academy of Marketing Science
4
The journal of business & industrial marketing
4
European journal of marketing : EJM
3
The journal of personal selling & sales management : JPSSM
3
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Acta Universitatis Danubius / Oeconomica
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Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
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Italian journal of marketing : ITJM
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Journal of Asia Pacific business
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Journal of business economics : JBE
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Journal of financial services marketing
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Journal of managerial issues : JMI
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Journal of marketing education : JME
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Journal of marketing management : MM
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Journal of nonprofit & public sector marketing
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Journal of personnel psychology
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Journal of promotion management : innovations in planning and applied research
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Journal of strategic marketing
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Romanian economic and business review
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The marketing review
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Vision : the journal of business perspective
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ECONIS (ZBW)
16
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date (oldest first)
1
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
2
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan
;
Benyoucef, Morad
;
Andreev, Pavel
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
Saved in:
5
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel
;
Cox, David
;
Ruyter, Ko de
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
Saved in:
6
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
7
The effect of personality on salespeople's information gathering
Mehl, Erik
;
Hansen, Håvard
- In:
Baltic journal of management
12
(
2017
)
4
,
pp. 464-484
Persistent link: https://www.econbiz.de/10011812273
Saved in:
8
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
9
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
10
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
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