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isPartOf:"Journal of retailing"
~isPartOf:"The service industries journal"
~person:"Chen, Mei-fang"
~person:"Wieseke, Jan"
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Salespeople
4
Verkaufspersonal
4
Consumer behaviour
2
Konsumentenverhalten
2
Selling
2
Verkauf
2
Activation theory
1
Adaptive selling
1
Außendienst
1
Beziehungsmarketing
1
Chronic time pressure
1
Confidence
1
Customer outcomes
1
Customer satisfaction
1
Employee retention
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Ethics
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Ethik
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Field sales force
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Financial performance
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Führungsstil
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Individual pricing
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Kundenzufriedenheit
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Leadership style
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Leadership styles
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Lebensversicherung
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Life insurance
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Mitarbeiterbindung
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Negotiation performance
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Negotiations
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Organizational identification
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Perceptual accuracy
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Price importance
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Relationship marketing
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Retail negotiations
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Sales force control
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Sales performance
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Savings
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Self-focus theory
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Chen, Mei-fang
Wieseke, Jan
Alavi, Sascha
2
Augusto, Mário Gomes
2
Babakus, Emin
2
Coelho, Filipe
2
Yavas, Ugur
2
Zablah, Alex R.
2
Agnihotri, Raj
1
Ahearne, Michael
1
Angell, Robert J.
1
Arndt, Aaron D.
1
Ashill, Nicholas J.
1
Bachrach, Daniel G.
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Baker, Thomas L.
1
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1
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1
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1
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1
Blessing, Gerald
1
Bloemer, Johanna M.
1
Bolander, Willy
1
Bouzdine-Chameeva, Tatiana
1
Boyd, Eric
1
Brand, Kathrin
1
Briggs, Elten
1
Brown, Tom
1
Calantone, Roger J.
1
Cegarra-Navarro, Juan Gabriel
1
Chang, Jui-huang
1
Chang, Shu-chun
1
Chang, Wan-jing April
1
Chen, Chin-yuan
1
Chen, Tzy-ling
1
Cheng, Zhao-hong
1
Claro, Danny Pimentel
1
Coelho, Arnaldo
1
Dahlén, Micael
1
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1
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Journal of retailing
The service industries journal
Journal of the Academy of Marketing Science
6
Journal of marketing
3
Journal of personal selling & sales management : JPSSM
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
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ECONIS (ZBW)
4
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1
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
2
Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Alavi, Sascha
;
Wieseke, Jan
;
Guba, Jan Helge
- In:
Journal of retailing
92
(
2016
)
1
,
pp. 40-55
Persistent link: https://www.econbiz.de/10011484040
Saved in:
3
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
4
The impacts of ethical sales behaviour on customer loyalty in the life insurance industry
Chen, Mei-fang
;
Mau, Liang-hung
- In:
The service industries journal
29
(
2009
)
1/2
,
pp. 59-74
Persistent link: https://www.econbiz.de/10003849569
Saved in:
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