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subject:"Arbeitsverhalten"
~isPartOf:"European journal of marketing"
~isPartOf:"Management science : journal of the Institute for Operations Research and the Management Sciences"
~subject:"Selling"
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Search: subject_exact:"Verkaufsleiter"
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Arbeitsverhalten
Selling
Salespeople
20
Verkaufspersonal
20
Verkauf
13
Agency theory
6
Prinzipal-Agent-Theorie
6
Beziehungsmarketing
4
Compensation system
4
Relationship marketing
4
Vergütungssystem
4
Leistungsanreiz
3
Leistungsentgelt
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Performance incentive
3
Performance pay
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B-to-B-Marketing
2
Betriebliche Wertschöpfung
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Business-to-business marketing
2
Competitive strategy
2
Customer integration
2
Dienstleistungsqualität
2
Digitalization
2
Emotion
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Information technology
2
Informationstechnik
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Kundenintegration
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Sales
2
Sales management
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Sales performance
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Salesperson
2
Service quality
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Social Web
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Social web
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Theorie
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Theory
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Value creation
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Wettbewerbsstrategie
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agency theory
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compensation
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competitive strategy
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productivity
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English
13
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Agnihotri, Raj
2
Itani, Omar S.
2
Plangger, Kirk
2
Alavi, Sascha
1
Badrinarayanan, Vishag
1
Bonetti, Francesca
1
Cai, Feng
1
Campbell, Colin L.
1
Chan, Tat
1
Cheng, Zixuan Mia
1
Chonko, Lawrence B.
1
Classen, Moritz
1
Cui, Annie Peng
1
Dai, Tinglong
1
Friedli, Thomas
1
Hoffmann, Clara
1
Hur, Won-Moo
1
Jerath, Kinshuk
1
Krafft, Manfred
1
Kramer, Victoria
1
Li, Jia
1
Long, Xiaoyang
1
Montecchi, Matteo
1
Moon, Tae Won
1
Nasiry, Javad
1
Pierce, Lamar
1
Pitt, Leyland F.
1
Price, Bradley
1
Rangarajan, Deva
1
Schau, Hope Jensen
1
Schmitz, Christian
1
Schöttner, Anja
1
Shin, Yuhyung
1
Tienken, Christoph
1
Yim, Alexis
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European journal of marketing
Management science : journal of the Institute for Operations Research and the Management Sciences
Industrial marketing management : the international journal for industrial and high-tech firms
89
The journal of personal selling & sales management : JPSSM
74
Journal of business research : JBR
50
Journal of personal selling & sales management
48
The journal of business & industrial marketing
40
Journal of the Academy of Marketing Science
24
Journal of marketing
19
Journal of marketing education : JME
17
Journal of retailing and consumer services
17
Journal of business-to-business marketing
15
Journal of business ethics : JOBE
11
Journal of retailing
9
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Journal of service research
8
European journal of marketing : EJM
7
SpringerLink / Bücher
7
Asia Pacific journal of marketing and logistics
6
International journal of hospitality management
6
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
6
Vision : the journal of business perspective
6
Business horizons
5
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Journal of marketing research : JMR
5
Journal of service research : JSR
5
Marketing intelligence & planning
5
Marketing letters : a journal of research in marketing
5
Psychology & marketing
5
Bringing technology to market: trends, cases, solutions
4
Journal of marketing analytics : JMA
4
Journal of strategic marketing
4
Quantitative marketing and economics : QME
4
The Oxford handbook of strategic sales and sales management
4
International journal of logistics : research and applications
3
International journal of retail & distribution management
3
Italian journal of marketing : ITJM
3
Journal of financial services marketing : JFSM
3
Journal of marketing channels : ... distribution systems, strategy, and management
3
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
3
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ECONIS (ZBW)
13
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1
When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity
Kramer, Victoria
;
Krafft, Manfred
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 659-682
Persistent link: https://www.econbiz.de/10014225994
Saved in:
2
Do salespeople's online profile pictures predict the number of online reviews? : effect of a babyface
Yim, Alexis
;
Price, Bradley
;
Agnihotri, Raj
;
Cui, Annie Peng
- In:
European journal of marketing
57
(
2023
)
7
,
pp. 1886-1911
Persistent link: https://www.econbiz.de/10014342177
Saved in:
3
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
4
Charting value creation strategies B2B salespeople use throughout the sales process : learning from social media influencers
Cheng, Zixuan Mia
;
Plangger, Kirk
;
Cai, Feng
;
Campbell, …
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 718-744
Persistent link: https://www.econbiz.de/10014226003
Saved in:
5
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
6
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:
7
When and how sales manager feedback contributes to sales performance : the role of emotional labor and cross-selling
Shin, Yuhyung
;
Hur, Won-Moo
;
Moon, Tae Won
- In:
European journal of marketing
57
(
2023
)
2
,
pp. 599-625
Persistent link: https://www.econbiz.de/10013502597
Saved in:
8
Salesperson moral identity and value co-creation
Itani, Omar S.
;
Chonko, Lawrence B.
;
Agnihotri, Raj
- In:
European journal of marketing
56
(
2022
)
2
,
pp. 500-531
Persistent link: https://www.econbiz.de/10013173438
Saved in:
9
Creating discursive channels : generating and disseminating impactful research insights into the strategic sales enablement of retail technology
Montecchi, Matteo
;
Bonetti, Francesca
;
Plangger, Kirk
; …
- In:
European journal of marketing
56
(
2022
)
9
,
pp. 2515-2532
Persistent link: https://www.econbiz.de/10013457367
Saved in:
10
Wage transparency and social comparison in sales force compensation
Long, Xiaoyang
;
Nasiry, Javad
- In:
Management science : journal of the Institute for …
66
(
2020
)
11
,
pp. 5290-5315
Persistent link: https://www.econbiz.de/10012390885
Saved in:
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