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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Borgh, Michel van der"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~subject:"Electronic Commerce"
~subject:"Selling"
~type:"article"
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Strategic management
Electronic Commerce
Selling
Verkauf
13
Salespeople
7
Verkaufspersonal
7
B-to-B-Marketing
5
Business-to-business marketing
5
Emotion
3
Sales
3
Strategisches Management
3
Stress
3
Work stress
3
grit
3
Business-to-business
2
Solution selling
2
emotional exhaustion
2
Absatz
1
Acquisition
1
Ambidexterity
1
Ambidextrous organization
1
Arbeitsleistung
1
Bundling strategy
1
Burnout
1
Capability approach
1
Capability-Ansatz
1
Career development
1
Conservative selling behavior
1
Contract specificity
1
Creativity
1
Cross-Selling
1
Decision under uncertainty
1
Design science
1
Dynamic capabilities
1
Dynamische Kompetenzen
1
Emotional exhaustion
1
Employee retention
1
Entscheidung unter Unsicherheit
1
Erfolgsfaktor
1
Erwerbsverlauf
1
Firm performance
1
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10
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10
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3
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3
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English
10
German
3
Author
All
Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Borgh, Michel van der
Matthews, Lucy M.
Piercy, Nigel
Agnihotri, Raj
15
Alavi, Sascha
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Pullins, Ellen
10
Habel, Johannes
9
Hughes, Douglas E.
9
Sharma, Arun
9
Friend, Scott B.
8
Schmitz, Christian
8
Terho, Harri
8
Bolander, Willy
7
Lee, Nick
7
Marshall, Greg W.
7
Svensson, Göran
7
Ahearne, Michael
6
Badrinarayanan, Vishag
6
Bush, Alan J.
6
Dugan, Riley
6
Good, Valerie
6
Guenzi, Paolo
6
Hochstein, Bryan
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Plouffe, Christopher R.
6
Rapp, Adam
6
Syam, Niladri
6
Wieseke, Jan
6
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
5
Høgevold, Nils M.
5
Keränen, Joona
5
Micevski, Milena
5
Arndt, Aaron D.
4
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Published in...
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Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of marketing theory and practice
1
Journal of personal selling & sales management : JPSSM
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
13
Showing
1
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10
of
13
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date (oldest first)
1
Influencing students into sales careers through a speed selling event
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of global scholars of marketing science : …
33
(
2023
)
2
,
pp. 231-247
Persistent link: https://www.econbiz.de/10014251316
Saved in:
2
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:
3
The role of grit and emotional exhaustion in the selling process
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 239-246
Persistent link: https://www.econbiz.de/10013417374
Saved in:
4
Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice
Nijssen, E. J.
;
Borgh, Michel van der
;
Totzek, Dirk
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 60-71
Persistent link: https://www.econbiz.de/10013494036
Saved in:
5
Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Borgh, Michel van der
;
Xu, Juan
;
Sikkenk, Marin
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 136-151
Persistent link: https://www.econbiz.de/10012285344
Saved in:
6
Cross-Selling überwindet Distanz
Belz, Christian
;
Lee, You-Cheong
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 125-145)
.
2020
Persistent link: https://www.econbiz.de/10012253265
Saved in:
7
Sales Excellence Development : Sparten- und länderübergreifende Verkaufsentwicklung
Belz, Christian
;
Lee, You-Cheong
;
Huckemann, Matthias
; …
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 337-354)
.
2020
Persistent link: https://www.econbiz.de/10012254013
Saved in:
8
Overcoming emotional exhaustion in a sales setting
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of global scholars of marketing science : …
30
(
2020
)
3
,
pp. 229-239
Persistent link: https://www.econbiz.de/10012257940
Saved in:
9
Systematik des Verkaufsmanagements
Belz, Christian
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 35-49)
.
2020
Persistent link: https://www.econbiz.de/10012253012
Saved in:
10
A meta-analytic review of emotional exhaustion in a sales context
Edmondson, Diane R.
;
Matthews, Lucy M.
;
Ambrose, Scott C.
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
3
,
pp. 275-286
Persistent link: https://www.econbiz.de/10012200887
Saved in:
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