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subject:"Strategic management"
~language:"eng"
~person:"Abed, Ghazaleh Moghareh"
~person:"Plouffe, Christopher R."
~subject:"Electronic Commerce"
~subject:"Selling"
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Strategic management
Electronic Commerce
Selling
Verkauf
11
Salespeople
9
Verkaufspersonal
9
Sales
5
Erfolgsfaktor
4
Success factor
4
Bibliometrics
2
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Sales management
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Strategisches Management
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1983-2002
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Adaptiveness
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Außendienst
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Behavioral economics
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Compensation plan
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Consumer behaviour
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Field sales force
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Abed, Ghazaleh Moghareh
Plouffe, Christopher R.
Agnihotri, Raj
20
Marshall, Greg W.
19
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Habel, Johannes
13
Lane, Nikala
13
Schiffman, Stephan
13
Schmitz, Christian
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Guenzi, Paolo
12
Johnston, Mark W.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Terho, Harri
12
Hughes, Douglas E.
11
Moncrief, William C.
11
Panagopoulos, Nikolaos G.
11
Zoltners, Andris A.
11
Bush, Alan J.
10
Homburg, Christian
10
Tanner, John F.
10
Bolander, Willy
9
Cron, William L.
9
Futrell, Charles M.
9
Ingram, Thomas N.
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Badrinarayanan, Vishag
8
Bulow, Jeremy
8
DeCarlo, Thomas E.
8
Jaramillo, Fernando
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Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of the Academy of Marketing Science
2
The journal of personal selling & sales management : JPSSM
2
Business strategy series
1
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ECONIS (ZBW)
11
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1
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
2
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
3
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
Saved in:
4
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
5
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:
6
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:
7
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
8
The effect of selling strategies on sales performance
Abed, Ghazaleh Moghareh
;
Haghighi, Mohammad
- In:
Business strategy series
10
(
2009
)
5
,
pp. 266-282
Persistent link: https://www.econbiz.de/10003931244
Saved in:
9
Navigating difficult waters: publishing trends and scholarship in sales research
Plouffe, Christopher R.
;
Williams, Brian C.
;
Wachner, Trent
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
1
,
pp. 79-92
Persistent link: https://www.econbiz.de/10003735643
Saved in:
10
Assessing the evolution of sales knowledge: a 20-year content analysis
Williams, Brian C.
;
Plouffe, Christopher R.
- In:
Industrial marketing management : the international …
36
(
2007
)
4
,
pp. 408-419
Persistent link: https://www.econbiz.de/10003469129
Saved in:
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