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source:"econis"
~subject:"Selling"
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Search: subject_exact:"Field sales force"
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Selling
Außendienst
243
Field sales force
203
Deutschland
55
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49
Salespeople
44
Verkaufspersonal
44
Theorie
41
Theory
41
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18
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18
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15
Agency theory
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Arbeitsleistung
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Leistungsentgelt
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Mitarbeiterbindung
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Performance pay
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Physical distribution
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Prinzipal-Agent-Theorie
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Sales information system
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Success factor
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Vertriebs-Informationssystem
12
Compensation system
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Vergütungssystem
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Leistungsanreiz
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Leistungsmotivation
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Krafft, Manfred
4
Albers, Sönke
3
Schmidt, Simone
3
Ahearne, Michael
2
Buob, Matthias
2
Echchakoui, Saïd
2
Haumann, Till
2
Heinrich, Arne
2
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1
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Fredebeul-Krein, Tobias
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2
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of personal selling & sales management : JPSSM
2
Journal of retailing and consumer services
2
Atlantic economic journal : AEJ
1
Business horizons
1
European journal of marketing
1
Gabler Edition Wissenschaft / Kundenmanagement & Electronic Commerce
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Gabler Research
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International business review : the official journal of the European International Business Academy
1
International journal of pharmaceutical and healthcare marketing
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business economics : JBE
1
Journal of retailing
1
Journal of service research
1
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Omega : the international journal of management science
1
Pricing-Forschung in Deutschland
1
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1
Schriften zum Marketing
1
Springer eBook Collection / Business and Economics
1
Studies and scientific researches / Faculty of Economic Sciences, Centre for Economic Studies and Research, "Vasile Alecsandri University of Bacau"
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
Vision : the journal of business perspective
1
WWDP : Diskussionspapiere der Fakultät für Wirtschaftswissenschaften der Technischen Universität Chemnitz
1
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ECONIS (ZBW)
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1
Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value
Tienken, Christoph
;
Classen, Moritz
;
Friedli, Thomas
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 794-833
Persistent link: https://www.econbiz.de/10014226013
Saved in:
2
The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard
;
Prybutok, Victor
;
Thompson, Kenneth N.
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
Saved in:
3
A new perspective on behavior-based sales control system and salespersons' job outcomes : an outbound pharmaceutical sales perspective
Khan, Faheem Ahmad
;
Ahmad, Maria
;
Saeed, Tahir
- In:
International journal of pharmaceutical and healthcare …
17
(
2023
)
4
,
pp. 450-475
Persistent link: https://www.econbiz.de/10014461500
Saved in:
4
Sales technology research : a review and future research agenda
Agnihotri, Raj
;
Chaker, Nawar N.
;
Dugan, Riley
;
Galvan, …
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
4
,
pp. 307-335
Persistent link: https://www.econbiz.de/10014447833
Saved in:
5
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
6
Planning profitable tours for field sales forces : a unified view on sales analytics and mathematical optimization
Meyer, Anne
;
Glock, Katharina
;
Radaschewski, Frank
- In:
Omega : the international journal of management science
105
(
2021
),
pp. 1-19
Persistent link: https://www.econbiz.de/10014519442
Saved in:
7
Building an effective sales force
Olariu, Ioana
- In:
Studies and scientific researches / Faculty of Economic …
(
2017
),
pp. 89-94
Persistent link: https://www.econbiz.de/10011810968
Saved in:
8
Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext
Fredebeul-Krein, Tobias
;
Krafft, Manfred
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 317-336)
.
2020
Persistent link: https://www.econbiz.de/10012254011
Saved in:
9
Preissetzungskompetenz im Verkaufsaußendienst : Delegation um jeden Preis?
Krafft, Manfred
;
Hake, Sandra
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 527-544)
.
2020
Persistent link: https://www.econbiz.de/10012254085
Saved in:
10
Firm actions to develop an ambidextrous sales force
Panagopoulos, Nikolaos G.
;
Rapp, Adam
;
Pimentel, Michael A.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 87-104
Persistent link: https://www.econbiz.de/10012183607
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