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isPartOf:"Human performance"
~isPartOf:"International journal of research in marketing : IJRM ; official journal of the European Marketing Academy"
~isPartOf:"Journal of retailing"
~isPartOf:"Personnel psychology : a journal of applied research"
~subject:"Austauschtheorie"
~subject:"B-to-B-Marketing"
~subject:"Dienstleistungsqualität"
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Austauschtheorie
B-to-B-Marketing
Dienstleistungsqualität
Salespeople
38
Verkaufspersonal
38
Einzelhandel
13
Retail trade
13
Selling
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Online-Handel
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Alavi, Sascha
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Baldus, Brian
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Claro, Danny Pimentel
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Krämer, Martin
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Natter, Martin
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Palmatier, Robert W.
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Ramos, Carla
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Richards, Keith A.
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Human performance
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
Journal of retailing
Personnel psychology : a journal of applied research
Industrial marketing management : the international journal for industrial and high-tech firms
57
The journal of business & industrial marketing
26
Journal of business research : JBR
21
Journal of business-to-business marketing
15
The journal of personal selling & sales management : JPSSM
15
Journal of marketing
13
Journal of the Academy of Marketing Science
11
Journal of retailing and consumer services
8
The service industries journal
8
Journal of personal selling & sales management
7
Handbook of business-to-business marketing
6
Asia Pacific journal of marketing and logistics
4
Australasian marketing journal
4
Journal of service research
4
Journal of service research : JSR
4
The journal of services marketing
4
European journal of marketing
3
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
International journal of hospitality management
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
3
Journal of marketing theory and practice : JMTP
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
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Journal of strategic marketing
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Psychology & marketing
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SpringerLink / Bücher
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ASEAN marketing journal : Association of Southeast Asian Nations marketing journal
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Advances in business strategy and competitive advantage (ABSCA) book series
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Applied Marketing Science / Angewandte Marketingforschung
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Beiträge zur empirischen Marketing- und Vertriebsforschung
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Berichte der Werkstatt für Organisations- und Personalforschung
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Business horizons
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European business review
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European research on management and business economics
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International journal of contemporary hospitality management
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ECONIS (ZBW)
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1
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
2
A measurement model of the dimensions and types of informal organizational control : an empirical test in a B2B sales context
Malek, Stacey L.
;
Sarin, Shikhar
;
Jaworski, Bernard J.
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
2
,
pp. 415-442
Persistent link: https://www.econbiz.de/10013271759
Saved in:
3
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
4
Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance
Claro, Danny Pimentel
;
Ramos, Carla
;
Gonzalez, Gabriel R.
; …
- In:
International journal of research in marketing : IJRM ; …
37
(
2020
)
1
,
pp. 74-92
Persistent link: https://www.econbiz.de/10012288646
Saved in:
5
Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald
;
Natter, Martin
- In:
Journal of retailing
95
(
2019
)
3
,
pp. 47-62
Persistent link: https://www.econbiz.de/10012130005
Saved in:
6
The language backfire effect : how frontline employees decrease customer satisfaction through language use
Holmqvist, Jonas
;
Van Vaerenbergh, Yves
;
Lunardo, Renaud
; …
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 115-129
Persistent link: https://www.econbiz.de/10012102960
Saved in:
7
Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.
;
Richards, Keith A.
;
Calantone, Roger J.
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
Saved in:
8
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
Persistent link: https://www.econbiz.de/10010520727
Saved in:
9
Understanding the "why" as well as the "how" : service performance is a function of prosocial motives and emotional labor
Maneotis, Sarina M.
;
Grandey, Alicia
;
Krauss, Autumn D.
- In:
Human performance
27
(
2014
)
1
,
pp. 80-97
Persistent link: https://www.econbiz.de/10010344828
Saved in:
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