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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Guenzi, Paolo"
~person:"Hughes, Douglas E."
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
38
Verkauf
38
Salespeople
36
Beziehungsmarketing
12
Relationship marketing
12
B-to-B-Marketing
8
Business-to-business marketing
8
Lieferantenmanagement
7
Supplier relationship management
7
Personal selling
6
Consumer behaviour
5
Konsumentenverhalten
5
Sales
5
Sales performance
5
Arbeitsverhalten
4
Firm performance
4
Motivation
4
Unternehmenserfolg
4
Work behaviour
4
sales management
4
Ambidextrous organization
3
Customer orientation
3
Führungsstil
3
Intrinsic motivation
3
Leadership style
3
Leistungsmotivation
3
Marketing management
3
Marketingmanagement
3
Organisationale Ambidextrie
3
Theorie
3
Theory
3
Work motivation
3
Absatz
2
Adaptive selling
2
Business ethics
2
Capability approach
2
Capability-Ansatz
2
Competition
2
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3
Type of publication
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Article
35
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1
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Article in journal
36
Aufsatz in Zeitschrift
36
Aufsatzsammlung
1
Language
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English
36
Author
All
Ahearne, Michael
Bush, Alan J.
Guenzi, Paolo
Hughes, Douglas E.
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
14
Rangarajan, Deva
11
Alavi, Sascha
10
Johnson, Jeff S.
9
Habel, Johannes
8
Bolander, Willy
7
Pullins, Ellen
7
Rapp, Adam
7
Dugan, Riley
6
Friend, Scott B.
6
Good, Valerie
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
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
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of the Academy of Marketing Science
5
Journal of business research : JBR
4
Journal of personal selling & sales management
4
Journal of service research
3
The journal of personal selling & sales management : JPSSM
3
Journal of business ethics : JOBE
2
California management review
1
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 business & industrial marketing
1
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ECONIS (ZBW)
36
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1
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36
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1
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:
2
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
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
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:
5
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:
6
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
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
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
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
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