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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Good, Valerie"
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
30
Verkauf
30
Salespeople
28
Beziehungsmarketing
12
Relationship marketing
12
B-to-B-Marketing
8
Business-to-business marketing
8
Personal selling
7
Lieferantenmanagement
6
Supplier relationship management
6
Consumer behaviour
4
Konsumentenverhalten
4
Motivation
4
Arbeitsverhalten
3
Customer orientation
3
Intrinsic motivation
3
Leistungsmotivation
3
Marketing management
3
Marketingmanagement
3
Sales
3
Sales performance
3
Theorie
3
Theory
3
Work behaviour
3
Work motivation
3
Business ethics
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsqualität
2
Digitalisierung
2
Digitization
2
Emotion
2
Ethics
2
Ethik
2
Firm performance
2
Flexibility
2
Flexibilität
2
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Article
27
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1
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28
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28
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1
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English
28
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Ahearne, Michael
Bush, Alan J.
Good, Valerie
Micevski, Milena
Schmitz, Christian
Agnihotri, Raj
14
Rangarajan, Deva
11
Alavi, Sascha
10
Hughes, Douglas E.
9
Johnson, Jeff S.
9
Habel, Johannes
8
Bolander, Willy
7
Pullins, Ellen
7
Rapp, Adam
7
Dugan, Riley
6
Friend, Scott B.
6
Hochstein, Bryan
6
Itani, Omar S.
6
Lee, Nick
6
Plouffe, Christopher R.
6
Sharma, Arun
6
Claro, Danny Pimentel
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Kadic-Maglajlic, Selma
5
Svensson, Göran
5
Syam, Niladri
5
Terho, Harri
5
Wieseke, Jan
5
Corsaro, Daniela
4
Deeter-Schmelz, Dawn R.
4
Edmondson, Diane R.
4
Hartmann, Nathaniel N.
4
Krush, Michael T.
4
Lam, Son K.
4
Matthews, Lucy M.
4
Rippé, Cindy B.
4
Rodríguez, Rocío
4
Rouziou, Maria
4
Schrock, Wyatt A.
4
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of personal selling & sales management
5
Journal of business research : JBR
3
Journal of the Academy of Marketing Science
3
Journal of business ethics : JOBE
2
Journal of service research
2
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of marketing research
1
Journal of marketing research : JMR
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Marketing letters : a journal of research in marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
28
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1
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
Saved in:
2
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
3
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:
4
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
5
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:
6
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
7
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
8
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
9
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
10
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
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