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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Micevski, Milena"
~person:"Plouffe, Christopher R."
~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
36
Verkauf
35
Salespeople
33
Beziehungsmarketing
10
Relationship marketing
10
B-to-B-Marketing
8
Business-to-business marketing
8
Lieferantenmanagement
7
Supplier relationship management
7
Sales
6
Consumer behaviour
5
Konsumentenverhalten
5
Sales performance
5
Arbeitsverhalten
4
Customer orientation
4
Work behaviour
4
Firm performance
3
Personal selling
3
Sales management
3
Theorie
3
Theory
3
Unternehmenserfolg
3
sales
3
sales management
3
Absatz
2
Business ethics
2
Competition
2
Confidence
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Decision
2
Dienstleistungsqualität
2
Entscheidung
2
Erfolgsfaktor
2
Ethics
2
Ethik
2
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3
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Article
32
Book / Working Paper
1
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Article in journal
33
Aufsatz in Zeitschrift
33
Aufsatzsammlung
1
Language
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English
33
Author
All
Ahearne, Michael
Bush, Alan J.
Micevski, Milena
Plouffe, Christopher R.
Schmitz, Christian
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
Dugan, Riley
6
Friend, Scott B.
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Lee, Nick
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
8
Journal of the Academy of Marketing Science
4
The journal of personal selling & sales management : JPSSM
4
Journal of business research : JBR
3
Journal of personal selling & sales management : JPSSM
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 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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All
ECONIS (ZBW)
33
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1
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10
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33
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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
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
3
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:
4
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
Saved in:
10
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
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