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subject:"Strategic management"
~isPartOf:"Arbeitspapier / Forschungsgruppe Konsum und Verhalten"
~isPartOf:"Information systems research : ISR"
~isPartOf:"Journal of personal selling & sales management"
~subject:"Consumer behaviour"
~subject:"Verkauf"
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Strategic management
Consumer behaviour
Verkauf
Selling
59
Salespeople
47
Verkaufspersonal
47
Beziehungsmarketing
11
Relationship marketing
11
sales performance
11
Digitalisierung
10
Digitization
10
B-to-B-Marketing
9
Business-to-business marketing
9
Konsumentenverhalten
9
Lieferantenmanagement
9
Supplier relationship management
9
sales management
8
personal selling
6
Absatz
5
Erfolgsfaktor
5
Führungskräfte
5
Führungsstil
5
Internet marketing
5
Leadership style
5
Managers
5
Online-Marketing
5
Sales
5
Success factor
5
Theorie
5
Theory
5
adaptive selling
5
Bibliometrics
4
Bibliometrie
4
Online retailing
4
Online-Handel
4
digitalization
4
sales
4
Artificial intelligence
3
Beschaffung
3
Decision
3
E-commerce
3
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4
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Article
58
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2
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59
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1
Graue Literatur
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Non-commercial literature
1
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English
59
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Alavi, Sascha
6
Dugan, Riley
5
Habel, Johannes
4
Pullins, Ellen
4
Agnihotri, Raj
3
Badrinarayanan, Vishag
3
Chaker, Nawar N.
3
Lorimer, Sally E.
3
Rangarajan, Deva
3
Rouziou, Maria
3
Sahay, Dharmendra
3
Schmitz, Christian
3
Shastri, Arun
3
Sinha, Prabhakant
3
Zoltners, Andris A.
3
Bolander, Willy
2
Cron, William L.
2
Deeter-Schmelz, Dawn R.
2
Friend, Scott B.
2
Gabler, Colin B.
2
Good, Valerie
2
Guba, Jan Helge
2
Le Bon, Joël
2
Madhavaram, Sreedhar
2
Vieira, Valter Afonso
2
Wieseke, Jan
2
Adam, Martin
1
Ahearne, Michael
1
Ahlfeld, Christian
1
Ahn, Jae-Hyeon
1
Alamäki, Ari
1
Ambrose, Scott C.
1
Ameer, Irfan
1
Artis, Andrew B.
1
Baldauf, Artur
1
Bang, Youngsok
1
Beeler, Lisa
1
Benlian, Alexander
1
Berg, Alexandra Martina van der
1
Boehnke, Susan E.
1
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Arbeitspapier / Forschungsgruppe Konsum und Verhalten
Information systems research : ISR
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
123
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
57
SpringerLink / Bücher
50
The journal of business & industrial marketing
43
Journal of the Academy of Marketing Science
28
Journal of marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
Journal of business-to-business marketing
18
European journal of marketing : EJM
15
Journal of retailing and consumer services
15
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
Springer eBook Collection / Business and Economics
14
Discussion paper / Centre for Economic Policy Research
13
European journal of operational research : EJOR
13
Journal of strategic marketing
13
Management science : journal of the Institute for Operations Research and the Management Sciences
13
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
12
Harvard business review : HBR
12
European journal of marketing
10
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
NBER working paper series
10
Working paper / National Bureau of Economic Research, Inc.
10
Business horizons
9
Der Verkaufsberater
9
Journal of retailing
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Sales management : a multinational perspective
9
The Oxford handbook of strategic sales and sales management
9
Vision : the journal of business perspective
9
Europäische Hochschulschriften / 5
8
International journal of production economics
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
8
Springer eBook Collection
8
Asia Pacific journal of marketing and logistics
7
International journal of industrial organization
7
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All
ECONIS (ZBW)
60
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1
Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen
;
Jaspert, David
;
Ahlfeld, Christian
; …
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 7-28
Persistent link: https://www.econbiz.de/10014515160
Saved in:
2
Human vs. automated sales agents : how and why customer responses shift across sales stages
Adam, Martin
;
Roethke, Konstantin
;
Benlian, Alexander
- In:
Information systems research : ISR
34
(
2023
)
3
,
pp. 1148-1168
Persistent link: https://www.econbiz.de/10014384219
Saved in:
3
Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin
;
Wouters, Marc
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
Saved in:
4
Toward a shared leadership environment : insights into retail salespeople's work environment
Berg, Alexandra Martina van der
;
Foege, Johann Nils
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 121-138
Persistent link: https://www.econbiz.de/10013361666
Saved in:
5
Trust repair after a sales manager error
Nelson, Christopher A.
;
Walsh, Michael F.
;
Cui, Annie Peng
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 74-83
Persistent link: https://www.econbiz.de/10014515165
Saved in:
6
Understanding the consequences of digital technology use in sales : multilevel tensions inside sales organizations
Micallef, Mark
;
Keränen, Joona
;
Kokshagina, Olga
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 84-99
Persistent link: https://www.econbiz.de/10014515167
Saved in:
7
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
8
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla
;
Yrjölä, Mika
;
Hautamäki, Pia
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Saved in:
9
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:
10
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
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