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subject:"Strategic management"
~isPartOf:"Arbeitspapier / Forschungsgruppe Konsum und Verhalten"
~isPartOf:"Information systems research : ISR"
~isPartOf:"Journal of the Academy of Marketing Science"
~subject:"Consumer behaviour"
~subject:"Verkauf"
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Search: subject_exact:"Selling"
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Strategic management
Consumer behaviour
Verkauf
Selling
33
Salespeople
22
Verkaufspersonal
22
Konsumentenverhalten
9
B-to-B-Marketing
6
Beziehungsmarketing
6
Business-to-business marketing
6
Relationship marketing
6
Sales management
6
Decision
4
Entscheidung
4
Führungsstil
4
Leadership style
4
Online retailing
4
Online-Handel
4
Personal selling
4
Preismanagement
4
Pricing strategy
4
Sales
4
Salesperson performance
4
Strategisches Management
4
Führungskräfte
3
Managers
3
Marketing
3
Motivation
3
Product information
3
Produktinformation
3
Resource-based view
3
Ressourcenorientierter Ansatz
3
Arbeitsgruppe
2
Customer satisfaction
2
Einzelhandel
2
Firm performance
2
Intrinsic motivation
2
Kundenzufriedenheit
2
Leadership
2
Leistungsmotivation
2
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22
Free
4
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Article
33
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1
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33
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33
Collection of articles of several authors
1
Graue Literatur
1
Non-commercial literature
1
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1
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English
33
German
1
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Alavi, Sascha
3
Habel, Johannes
3
Hughes, Douglas E.
3
Wieseke, Jan
3
Ahearne, Michael
2
Cron, William L.
2
Good, Valerie
2
Hulland, John
2
Plouffe, Christopher R.
2
Adam, Martin
1
Ahn, Jae-Hyeon
1
Atefi, Yashar
1
Baldauf, Artur
1
Bang, Youngsok
1
Barclay, Donald W.
1
Benlian, Alexander
1
Bolander, Willy
1
Boles, James Sanders
1
Bonney, Leff
1
Borgh, Michel van der
1
Brady, Michael
1
Böhm, Eva
1
Clarm, Ronald A.
1
Claro, Danny Pimentel
1
Dahl, Darren W.
1
DeCarlo, Thomas E.
1
Donthu, Naveen
1
Dou, Yifan
1
Evans, Kenneth R.
1
Feng, Juan
1
Garrett, Jason
1
Goldsmith, Ronald E.
1
Gonzalez, Gabriel R.
1
Gopalakrishna, Srinath
1
Grisaffe, Douglas B.
1
Grossenbacher, Samuel
1
Guenzi, Paolo
1
Haumann, Till
1
Hayati, Babak
1
Haytko, Diana L.
1
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Arbeitspapier / Forschungsgruppe Konsum und Verhalten
Information systems research : ISR
Journal of the Academy of Marketing Science
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
Journal of personal selling & sales management
54
SpringerLink / Bücher
50
The journal of business & industrial marketing
43
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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ECONIS (ZBW)
34
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1
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:
2
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:
3
How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling
Jong, Ad de
;
Zacharias, Nicolas
;
Nijssen, E. J.
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
2
,
pp. 304-326
Persistent link: https://www.econbiz.de/10012434107
Saved in:
4
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
5
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:
6
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
7
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:
8
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:
9
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:
10
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
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