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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Guenzi, Paolo"
~person:"Micevski, Milena"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
25
Verkauf
25
Salespeople
24
Beziehungsmarketing
8
Relationship marketing
8
Lieferantenmanagement
5
Sales performance
5
Supplier relationship management
5
Arbeitsverhalten
4
B-to-B-Marketing
4
Business-to-business marketing
4
Consumer behaviour
4
Konsumentenverhalten
4
Work behaviour
4
Customer orientation
3
Firm performance
3
Führungsstil
3
Leadership style
3
Marketing management
3
Marketingmanagement
3
Sales
3
Unternehmenserfolg
3
Adaptive selling
2
Ambidextrous organization
2
Business ethics
2
Capability approach
2
Capability-Ansatz
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsqualität
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Ethics
2
Ethik
2
Flexibility
2
Flexibilität
2
Learning organization
2
Lernende Organisation
2
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1
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Article
23
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1
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Article in journal
24
Aufsatz in Zeitschrift
24
Aufsatzsammlung
1
Language
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English
24
Author
All
Ahearne, Michael
Bush, Alan J.
Guenzi, Paolo
Micevski, Milena
Schrock, Wyatt A.
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
Schmitz, Christian
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
5
Journal of business research : JBR
4
Journal of the Academy of Marketing Science
3
Journal of business ethics : JOBE
2
Journal of service research
2
The journal of personal selling & sales management : JPSSM
2
California management review
1
Journal of marketing research
1
Journal of marketing research : JMR
1
Journal of personal selling & sales management
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
24
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1
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:
2
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:
3
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:
4
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:
5
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
Saved in:
6
The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam
;
Baker, Thomas L.
;
Hartmann, Nathaniel N.
; …
- In:
Journal of service research
23
(
2020
)
1
,
pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Saved in:
7
Special issue: the interface of service and sales
Rapp, Adam
(
ed.
);
Baker, Thomas L.
(
ed.
); …
-
2020
Persistent link: https://www.econbiz.de/10012183536
Saved in:
8
Three levels of ethical influences on selling behavior and performance : synergies and tensions
Kadic-Maglajlic, Selma
;
Micevski, Milena
;
Lee, Nick
; …
- In:
Journal of business ethics : JOBE
156
(
2019
)
2
,
pp. 377-397
Persistent link: https://www.econbiz.de/10012017534
Saved in:
9
Sales intra-functional flexibility : its relationship to performance and moderating effects on role stressors
Micevski, Milena
;
Dewsnap, Belinda
;
Cadogan, John W.
; …
- In:
Journal of business research : JBR
104
(
2019
),
pp. 552-562
Persistent link: https://www.econbiz.de/10012105194
Saved in:
10
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
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