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subject:"Salespeople"
~person:"Bolander, Willy"
~person:"Lam, Son K."
~person:"Schmitz, Christian"
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Salespeople
Verkaufspersonal
55
Selling
24
Verkauf
24
Beziehungsmarketing
18
Relationship marketing
18
B-to-B-Marketing
13
Business-to-business marketing
13
sales management
8
Arbeitsleistung
7
Consumer behaviour
7
Erfolgsfaktor
7
Job performance
7
Konsumentenverhalten
7
Success factor
7
Performance measurement
6
Performance-Messung
6
Arbeitsgruppe
5
Team
5
Führungsstil
4
Leadership style
4
Preismanagement
4
Pricing strategy
4
Social network
4
Soziales Netzwerk
4
Betriebsklima
3
Customer satisfaction
3
Dienstleistungsqualität
3
Emotion
3
Firm performance
3
Kundenzufriedenheit
3
Leistungsmotivation
3
Lieferantenmanagement
3
Negotiations
3
Perception
3
Personal selling
3
Sales management
3
Sales performance
3
Sales promotion
3
Service quality
3
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Language
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English
55
Author
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Bolander, Willy
Lam, Son K.
Schmitz, Christian
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Rutherford, Brian N.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Marshall, Greg W.
16
Plouffe, Christopher R.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Haas, Alexander
13
Hochstein, Bryan
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
Hartmann, Nathaniel N.
12
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Journal of marketing
12
Journal of the Academy of Marketing Science
9
Journal of personal selling & sales management
8
Journal of business research : JBR
4
The journal of personal selling & sales management : JPSSM
4
Industrial marketing management : the international journal for industrial and high-tech firms
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of marketing research : JMR
2
The journal of product innovation management : an international publication of the Product Development & Management Association
2
Customer engagement marketing
1
European journal of marketing
1
Handbook of business-to-business marketing
1
Journal of business ethics : JBE
1
Journal of business ethics : JOBE
1
Journal of business-to-business marketing
1
Journal of retailing
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ECONIS (ZBW)
55
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10
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55
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date (oldest first)
1
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
2
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
4
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:
5
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:
6
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:
7
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:
8
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:
9
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:
10
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
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