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source:"base"
~person:"Hochstein, Bryan"
~person:"Vale, Vera Teixeira"
~source:"econis"
~subject:"Beziehungsmarketing"
~subject:"Business network"
~subject:"Consultancy services"
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Beziehungsmarketing
Business network
Consultancy services
Salespeople
14
Verkaufspersonal
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Selling
7
Verkauf
7
Sales
5
Consumer behaviour
4
Konsumentenverhalten
4
Relationship marketing
4
B-to-B-Marketing
3
Business-to-business marketing
3
Beschaffung
2
Customer satisfaction
2
Erfolgsfaktor
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Kundenzufriedenheit
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Lieferantenmanagement
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Procurement
2
Success factor
2
Supplier relationship management
2
Unternehmensnetzwerk
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performance
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Absatz
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Adaptiveness
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Anlageverhalten
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Arbeitsgruppe
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Arbeitszufriedenheit
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Behavioral economics
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Behavioural finance
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Burnout
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Buyer information sourcing
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Buyer-seller relationship
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Coaching
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Confidence
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Customer education
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Customer learning
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Customer service
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Hochstein, Bryan
Vale, Vera Teixeira
Agnihotri, Raj
14
Itani, Omar S.
12
Singh, Ramendra
12
Homburg, Christian
10
Schwepker, Charles H. <Jr.>
10
Wieseke, Jan
10
Alavi, Sascha
9
Chaker, Nawar N.
9
Ahearne, Michael
8
Rapp, Adam
8
Schmitz, Christian
8
Rodriguez, Michael
7
Zablah, Alex R.
7
Bolander, Willy
6
Bush, Alan J.
6
Haas, Alexander
6
Habel, Johannes
6
Lam, Son K.
6
Moncrief, William C.
6
Terho, Harri
6
Essl, Andrea
5
Guenzi, Paolo
5
Hughes, Douglas E.
5
Jaramillo, Fernando
5
Jones, Eli
5
Klarmann, Martin
5
Kosfeld, Michael
5
Koshy, Abraham
5
Kröll, Markus
5
Müller, Michael
5
Pullins, Ellen
5
Tanner, John F.
5
Udayana, Ida Bagus Nyoman
5
Brown, Tom
4
Claro, Danny Pimentel
4
Folse, Judith Anne Garretson
4
Friend, Scott B.
4
Good, Megan C.
4
Iyer, Rajesh
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Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of business research : JBR
2
Journal of marketing
1
Journal of personal selling & sales management
1
Journal of promotion management : innovations in planning and applied research
1
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ECONIS (ZBW)
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The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
2
Examining the relationship between sales force proactiveness, network capability and sales performance : evidence from international trade shows
Silva, Pedro Mendonça
;
Moutinho, Victor Ferreira
; …
- In:
Journal of promotion management : innovations in …
28
(
2022
)
5
,
pp. 559-583
Persistent link: https://www.econbiz.de/10013277286
Saved in:
3
Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei
;
Hochstein, Bryan
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
117
(
2020
),
pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
Saved in:
4
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
5
Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff
;
Hochstein, Bryan
;
Christenson, Brett
; …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
Saved in:
6
"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
Holmes, Yvette M.
;
Beitelspacher, Lauren Skinner
; …
- In:
Journal of business research : JBR
78
(
2017
),
pp. 81-92
Persistent link: https://www.econbiz.de/10011736241
Saved in:
7
Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.
;
Bolander, Willy
;
Cote, Joseph A.
; …
- In:
Journal of marketing
80
(
2016
)
1
,
pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
Saved in:
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