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subject:"Strategic management"
~person:"Alavi, Sascha"
~person:"Cummins, Shannon"
~person:"Reece, Barry L."
~subject:"Consumer behaviour"
~subject:"Marketing management"
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Strategic management
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Selling
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11
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11
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7
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5
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Alavi, Sascha
Cummins, Shannon
Reece, Barry L.
Lane, Nikala
10
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5
Madhani, Pankaj M.
5
Piercy, Nigel
5
Terho, Harri
5
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4
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4
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4
Cron, William L.
4
Gopalakrishna, Srinath
4
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4
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4
Peltier, James
4
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4
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3
Corey, E. Raymond
3
Dannenberg, Holger
3
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3
Grewal, Rajdeep
3
Haas, Alexander
3
Habel, Johannes
3
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3
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Sinha, Prabhakant
3
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3
Zoltners, Andris A.
3
Acito, Frank
2
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Journal of personal selling & sales management
2
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
Journal of Research in Interactive Marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
2
What does adaptive selling mean to salespeople? : an exploratory analysis of practitioners' responses to generic adaptive selling scales
Alavi, Sascha
;
Habel, Johannes
;
Linsenmayer, Kim Tina
- In:
Journal of personal selling & sales management
39
(
2019
)
3
,
pp. 254-263
Persistent link: https://www.econbiz.de/10012200884
Saved in:
3
Selling today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2018
-
Fourteenth edition
Persistent link: https://www.econbiz.de/10011569873
Saved in:
4
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
5
The convergence of interactive marketing and personal selling and sales management
Cummins, Shannon
(
ed.
);
Peltier, James
(
ed.
); …
-
2016
Persistent link: https://www.econbiz.de/10011555463
Saved in:
6
Omni-channel research framework in the context of personal selling and sales management : a review and research extensions
Cummins, Shannon
;
Peltier, James
;
Dixon, Andrea
- In:
Journal of research in interactive marketing : …
10
(
2016
)
1
,
pp. 2-16
Persistent link: https://www.econbiz.de/10011555492
Saved in:
7
The convergence of interactive marketing and personal selling and sales management
Cummins, Shannon
(
ed.
);
Peltier, James
(
ed.
); …
-
2016
Persistent link: https://www.econbiz.de/10013041733
Saved in:
8
Selling today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2012
-
12th ed., international ed.
Persistent link: https://www.econbiz.de/10009008485
Saved in:
9
Selling today : creating customer value
Manning, Gerald L.
;
Reece, Barry L.
;
Ahearne, Michael
-
2010
-
11th ed., internat. ed.
Persistent link: https://www.econbiz.de/10003777497
Saved in:
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