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subject:"Salespeople"
~accessRights:"restricted"
~person:"Bolander, Willy"
~person:"Lam, Son K."
~person:"Schmitz, Christian"
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Salespeople
Verkaufspersonal
35
Selling
18
Verkauf
18
Beziehungsmarketing
11
Relationship marketing
11
B-to-B-Marketing
6
Business-to-business marketing
6
Performance measurement
5
Performance-Messung
5
Arbeitsleistung
4
Consumer behaviour
4
Job performance
4
Konsumentenverhalten
4
sales management
4
Lieferantenmanagement
3
Sales performance
3
Supplier relationship management
3
Theorie
3
Theory
3
Arbeitsgruppe
2
Competition
2
Customer satisfaction
2
Emotion
2
Erfolgsfaktor
2
Firm performance
2
Growth theory
2
Kundenzufriedenheit
2
Negotiations
2
Personal selling
2
Personalbeschaffung
2
Preismanagement
2
Pricing strategy
2
Recruitment
2
Sales
2
Sales management
2
Salesperson performance
2
Social capital
2
Social network
2
Soziales Netzwerk
2
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Article
35
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34
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34
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1
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1
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English
35
Author
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Bolander, Willy
Lam, Son K.
Schmitz, Christian
Agnihotri, Raj
27
Chaker, Nawar N.
18
Itani, Omar S.
17
Rangarajan, Deva
17
Alavi, Sascha
14
Friend, Scott B.
13
Hochstein, Bryan
13
Johnson, Jeff S.
13
Dugan, Riley
12
Habel, Johannes
11
Hughes, Douglas E.
11
Schwepker, Charles H. <Jr.>
11
Hartmann, Nathaniel N.
10
Plouffe, Christopher R.
10
Pullins, Ellen
10
Rapp, Adam
10
Rouziou, Maria
10
Vieira, Valter Afonso
10
Evans, Kenneth R.
9
Guenzi, Paolo
9
Rutherford, Brian N.
9
Zablah, Alex R.
9
Ahearne, Michael
8
Good, Valerie
8
Jaramillo, Fernando
8
Lussier, Bruno
8
Matthews, Lucy M.
8
Wieseke, Jan
8
Edmondson, Diane R.
7
Kalra, Ashish
7
Panagopoulos, Nikolaos G.
7
Rippé, Cindy B.
7
Borgh, Michel van der
6
Bush, Alan J.
6
Charoensukmongkol, Peerayuth
6
Claro, Danny Pimentel
6
Deeter-Schmelz, Dawn R.
6
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Journal of personal selling & sales management
8
Journal of the Academy of Marketing Science
6
Journal of marketing
5
Journal of business research : JBR
4
The journal of personal selling & sales management : JPSSM
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Customer engagement marketing
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business ethics : JBE
1
Journal of business ethics : JOBE
1
Journal of marketing research : JMR
1
Journal of retailing
1
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ECONIS (ZBW)
35
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1
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
2
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
3
A competitive path to cohesion : multilevel effects of competitiveness in the sales force
Pappas, Alec
;
Schrock, Wyatt
;
Samaraweera, Manoshi
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 222-240
Persistent link: https://www.econbiz.de/10014365161
Saved in:
4
More than machines : the role of the future retail salesperson in enhancing the customer experience
Pappas, Alec
;
Fumagalli, Elena
;
Rouziou, Maria
; …
- In:
Journal of retailing
99
(
2023
)
4
,
pp. 518-531
Persistent link: https://www.econbiz.de/10014465643
Saved in:
5
Understanding the performance effects of "dark" salesperson traits : machiavellianism, narcissism, and psychopathy
Satornino, Cinthia B.
;
Allen, Alexis
;
Shi, Huanhuan
; …
- In:
Journal of marketing
87
(
2023
)
2
,
pp. 298-318
Persistent link: https://www.econbiz.de/10014245091
Saved in:
6
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:
7
Hiring for sales success : the emerging importance of salesperson analytical skills
Peesker, Karen M.
;
Kerr, Peter D.
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
144
(
2022
),
pp. 17-30
Persistent link: https://www.econbiz.de/10013184952
Saved in:
8
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
9
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
10
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
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