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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 the Academy of Marketing Science"
~isPartOf:"Personnel psychology : a journal of applied research"
~subject:"Austauschtheorie"
~subject:"B-to-B-Marketing"
~subject:"Dienstleistungsqualität"
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Search: subject_exact:"Verkaufspersonal"
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Austauschtheorie
B-to-B-Marketing
Dienstleistungsqualität
Salespeople
73
Verkaufspersonal
73
Selling
26
Verkauf
26
Beziehungsmarketing
22
Relationship marketing
22
Consumer behaviour
11
Konsumentenverhalten
11
Business-to-business marketing
10
Customer satisfaction
10
Kundenzufriedenheit
10
Arbeitsleistung
9
Job performance
9
Arbeitsgruppe
7
Personal selling
7
Sales management
7
Team
7
Führungsstil
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Leadership style
6
Leistungsmotivation
6
Lieferantenmanagement
6
Motivation
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Supplier relationship management
6
Work motivation
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Arbeitsverhalten
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Erfolgsfaktor
5
Sales
5
Salesperson performance
5
Service quality
5
Success factor
5
Work behaviour
5
Cognition
4
Decision
4
Einzelhandel
4
Employee retention
4
Entscheidung
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Firm performance
4
Kognition
4
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17
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Alavi, Sascha
2
Schmitz, Christian
2
Wieseke, Jan
2
Ahearne, Michael
1
Baldauf, Artur
1
Bauer, Talya N.
1
Bill, Fabian
1
Bitner, Mary Jo
1
Boles, James Sanders
1
Borgh, Michel van der
1
Brüggemann, Felix
1
Böhm, Eva
1
Cadwallader, Susan
1
Claro, Danny Pimentel
1
Cron, William L.
1
Dahl, Darren W.
1
Desernot, Christina
1
Donthu, Naveen
1
Erdogan, Berrin
1
Feurer, Sven
1
Foo, Maw Der
1
Gonzalez, Gabriel R.
1
Grandey, Alicia
1
Grossenbacher, Samuel
1
Habel, Johannes
1
Haumann, Till
1
Hoegg, JoAndrea
1
Hulland, John
1
Jarvis, Cheryl Burke
1
Jaworski, Bernard J.
1
Johnson, Jeff S.
1
Kassemeier, Roland
1
Klarmann, Martin
1
Kraus, Florian
1
Krauss, Autumn D.
1
Krämer, Martin
1
Lee, Yih Hwai
1
Leigh, Thomas W.
1
Lim, Elison Ai Ching
1
Malek, Stacey L.
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Human performance
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
Journal of the Academy of Marketing Science
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 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
3
Journal of retailing
3
Journal of strategic marketing
3
Psychology & marketing
3
SpringerLink / Bücher
3
ASEAN marketing journal : Association of Southeast Asian Nations marketing journal
2
Advances in business strategy and competitive advantage (ABSCA) book series
2
Applied Marketing Science / Angewandte Marketingforschung
2
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Berichte der Werkstatt für Organisations- und Personalforschung
2
Business Guides on the Go
2
Business horizons
2
European business review
2
European research on management and business economics
2
Gabler Edition Wissenschaft
2
Interaktionen im Dienstleistungsbereich
2
International journal of contemporary hospitality management
2
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ECONIS (ZBW)
17
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
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:
3
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:
4
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:
5
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
6
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:
7
Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian
;
Feurer, Sven
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
4
,
pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
Saved in:
8
The impact of a sales team’s perceived entitativity on customer satisfaction
Wang, Chen
;
Hoegg, JoAndrea
;
Dahl, Darren W.
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
2
,
pp. 190-211
Persistent link: https://www.econbiz.de/10011844768
Saved in:
9
Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der
;
Schepers, Jeroen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
Saved in:
10
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Mayberry, Robert
;
Boles, James Sanders
;
Donthu, Naveen
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 879-894
Persistent link: https://www.econbiz.de/10011924781
Saved in:
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