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subject:"Strategic management"
~isPartOf:"Arbeitspapier / Forschungsgruppe Konsum und Verhalten"
~isPartOf:"Arbeitspapiere / Institut für Marketing, European Business School"
~isPartOf:"Journal of retailing"
~isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Consumer behaviour"
~subject:"Werbepsychologie"
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Strategic management
Consumer behaviour
Werbepsychologie
Selling
39
Verkauf
39
Salespeople
26
Verkaufspersonal
26
Konsumentenverhalten
11
Sales management
7
B-to-B-Marketing
6
Beziehungsmarketing
6
Business-to-business marketing
6
Personal selling
6
Relationship marketing
6
Einzelhandel
5
Führungsstil
5
Leadership style
5
Online retailing
5
Online-Handel
5
Retail trade
5
Sales
5
Customer satisfaction
4
Kundenzufriedenheit
4
Salesperson performance
4
Strategisches Management
4
Decision
3
E-commerce
3
Electronic Commerce
3
Entscheidung
3
Führungskräfte
3
Managers
3
Marketing
3
Motivation
3
Preismanagement
3
Pricing strategy
3
Resource-based view
3
Ressourcenorientierter Ansatz
3
Sales performance
3
Arbeitsgruppe
2
Außendienst
2
Dienstleistungsqualität
2
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Undetermined
10
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Article
13
Book / Working Paper
2
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Article in journal
13
Aufsatz in Zeitschrift
13
Graue Literatur
2
Non-commercial literature
2
Arbeitspapier
1
Working Paper
1
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English
13
German
2
Author
All
Plouffe, Christopher R.
2
Ahearne, Michael
1
Atefi, Yashar
1
Baldauf, Artur
1
Blessing, Gerald
1
Bolander, Willy
1
Bonney, Leff
1
Brady, Michael
1
Bruhn, Manfred
1
Clarm, Ronald A.
1
Cron, William L.
1
Garrett, Jason
1
Goldsmith, Ronald E.
1
Gopalakrishna, Srinath
1
Grewal, Dhruv
1
Grossenbacher, Samuel
1
Haas, Alexander
1
Hayati, Babak
1
Haytko, Diana L.
1
He, Yongfu
1
Hochstein, Bryan
1
Kenning, Peter
1
Leigh, Thomas W.
1
Liu, Jingwen
1
Meiseberg, Brinja
1
Natter, Martin
1
Nordfält, Jens
1
Oppewal, Harmen
1
Peng, Zou
1
Roggeveen, Anne L.
1
Shankar, Venkatesh
1
Stöhr, Anja
1
Vadakkepatt, Gautham
1
Varadarajan, Rajan
1
Zboja, James J.
1
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Arbeitspapier / Forschungsgruppe Konsum und Verhalten
Arbeitspapiere / Institut für Marketing, European Business School
Journal of retailing
Journal of the Academy of Marketing Science
Industrial marketing management : the international journal for industrial and high-tech firms
13
The journal of personal selling & sales management : JPSSM
11
Journal of retailing and consumer services
8
Journal of strategic marketing
6
Journal of personal selling & sales management
5
The journal of business & industrial marketing
5
Information systems research : ISR
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
Journal of business research : JBR
4
Journal of marketing
4
Asia Pacific journal of marketing and logistics
3
Europäische Hochschulschriften / 5
3
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Psychology & marketing
3
The Oxford handbook of strategic sales and sales management
3
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
2
Discussion papers / CEPR
2
European journal of marketing
2
Gabler Research / Unternehmensführung und Marketing
2
International journal of industrial organization
2
International journal of logistics : research and applications
2
International journal of retail & distribution management
2
Journal of business-to-business marketing
2
Journal of consumer research : JCR ; an interdisciplinary bimonthly
2
Journal of interactive marketing : a quarterly publication from the Direct Marketing Educational Foundation
2
Journal of marketing education : JME
2
Marketing : ZFP ; journal of research and management
2
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
2
Omega : the international journal of management science
2
Production and operations management : an international journal of the Production and Operations Management Society
2
Production and operations management : the flagship research journal of the Production and Operations Management Society
2
Strategic sales and strategic marketing
2
A TarcherPerigee book
1
Analytical modeling research in fashion business
1
Asian journal of management cases
1
Asian journal of management science and applications : AJMSA
1
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ECONIS (ZBW)
15
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1
Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham
;
Shankar, Venkatesh
;
Varadarajan, Rajan
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
Saved in:
2
Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald
;
Natter, Martin
- In:
Journal of retailing
95
(
2019
)
3
,
pp. 47-62
Persistent link: https://www.econbiz.de/10012130005
Saved in:
3
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
4
How nutrition information influences online food sales
Peng, Zou
;
Liu, Jingwen
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
6
,
pp. 1132-1150
Persistent link: https://www.econbiz.de/10012153448
Saved in:
5
See how much we've sold already! : effects of displaying sales and stock level information on consumers' online product choices
He, Yongfu
;
Oppewal, Harmen
- In:
Journal of retailing
94
(
2018
)
1
,
pp. 45-57
Persistent link: https://www.econbiz.de/10011833443
Saved in:
6
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
7
Do digital displays enhance sales? : role of retail format and message content
Roggeveen, Anne L.
;
Nordfält, Jens
;
Grewal, Dhruv
- In:
Journal of retailing
92
(
2016
)
1
,
pp. 122-131
Persistent link: https://www.econbiz.de/10011484113
Saved in:
8
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
9
An offer you can't refuse : consumer perceptions of sales pressure
Zboja, James J.
;
Clarm, Ronald A.
;
Haytko, Diana L.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 806-821
Persistent link: https://www.econbiz.de/10011614120
Saved in:
10
The effectiveness of e-tailers' communication practices in stimulating sales of niche versus popular products
Meiseberg, Brinja
- In:
Journal of retailing
92
(
2016
)
3
,
pp. 319-332
Persistent link: https://www.econbiz.de/10011566707
Saved in:
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