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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Hochstein, Bryan"
~person:"Hughes, Douglas E."
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~subject:"Electronic Commerce"
~subject:"Selling"
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Strategic management
Electronic Commerce
Selling
Verkauf
23
Salespeople
19
Verkaufspersonal
19
Sales
6
B-to-B-Marketing
4
Business-to-business marketing
4
Lieferantenmanagement
4
Supplier relationship management
4
Emotion
3
Intrinsic motivation
3
Leistungsmotivation
3
Motivation
3
Personal selling
3
Strategisches Management
3
Stress
3
Work motivation
3
Work stress
3
grit
3
Beschaffung
2
Beziehungsmarketing
2
Consumer behaviour
2
Erfolgsfaktor
2
Konsumentenverhalten
2
Marketing
2
Meta-Analyse
2
Meta-analysis
2
Personality psychology
2
Persönlichkeitspsychologie
2
Physical distribution
2
Procurement
2
Relationship marketing
2
Sales management
2
Sales performance
2
Success factor
2
Vertrieb
2
adaptive selling
2
emotional exhaustion
2
Adaptiveness
1
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2
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Article
23
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20
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20
Aufsatz im Buch
3
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3
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English
20
German
3
Author
All
Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Hochstein, Bryan
Hughes, Douglas E.
Matthews, Lucy M.
Piercy, Nigel
Agnihotri, Raj
15
Alavi, Sascha
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Pullins, Ellen
10
Habel, Johannes
9
Sharma, Arun
9
Friend, Scott B.
8
Lee, Nick
8
Schmitz, Christian
8
Terho, Harri
8
Bolander, Willy
7
Rapp, Adam
7
Svensson, Göran
7
Ahearne, Michael
6
Badrinarayanan, Vishag
6
Dugan, Riley
6
Good, Valerie
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Marshall, Greg W.
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Plouffe, Christopher R.
6
Syam, Niladri
6
Wieseke, Jan
6
Borgh, Michel van der
5
Bush, Alan J.
5
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Hartmann, Nathaniel N.
5
Høgevold, Nils M.
5
Keränen, Joona
5
Micevski, Milena
5
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Published in...
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Journal of the Academy of Marketing Science
4
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of personal selling & sales management
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
The journal of personal selling & sales management : JPSSM
2
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of marketing theory and practice
1
Journal of service research
1
Marketing letters : a journal of research in marketing
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
23
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1
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10
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23
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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
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
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
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
5
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
6
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
7
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
8
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
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
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:
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