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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Johnson, Jeff S."
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"Emotion"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Deutschland
Emotion
personal selling
Selling
41
Verkauf
40
Salespeople
36
B-to-B-Marketing
13
Beziehungsmarketing
13
Business-to-business marketing
13
Relationship marketing
13
Lieferantenmanagement
10
Supplier relationship management
10
Consumer behaviour
5
Konsumentenverhalten
5
Sales performance
5
Theorie
5
Theory
5
sales management
5
Arbeitsverhalten
4
Customer orientation
4
Marketing
4
Work behaviour
4
Bibliometrics
3
Bibliometrie
3
Dienstleistungsqualität
3
Marketing management
3
Marketingmanagement
3
Personal selling
3
Physical distribution
3
Service quality
3
Vertrieb
3
Adaptive selling
2
Business ethics
2
Competition
2
Confidence
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungssektor
2
Ethics
2
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Free
3
Type of publication
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Article
35
Book / Working Paper
1
Type of publication (narrower categories)
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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.
Johnson, Jeff S.
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
14
Rangarajan, Deva
11
Alavi, Sascha
10
Hughes, Douglas E.
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
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
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
9
The journal of personal selling & sales management : JPSSM
6
Journal of business research : JBR
4
Journal of personal selling & sales management : JPSSM
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business ethics : JOBE
2
Journal of service research
2
Journal of the Academy of Marketing Science
2
European journal of marketing
1
Journal of international marketing
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
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Source
All
ECONIS (ZBW)
36
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1
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10
of
36
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date (oldest first)
1
Enabling comparability of responses in international sales force surveys : evidence from a cross-national survey of salespeople and sales managers
Pourmasoudi, Mohsen
;
Wiseman, Phillip
;
Ahearne, Michael
; …
- In:
Journal of international marketing
32
(
2024
)
1
,
pp. 15-32
Persistent link: https://www.econbiz.de/10014631111
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
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
4
The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.
;
Malshe, Avinash
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
Saved in:
5
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:
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
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:
8
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
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
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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