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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:"Lieferantenmanagement"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
Lieferantenmanagement
personal selling
Selling
34
Verkauf
34
Salespeople
32
Beziehungsmarketing
10
Relationship marketing
10
B-to-B-Marketing
8
Business-to-business marketing
8
Supplier relationship management
7
Sales
6
Consumer behaviour
5
Konsumentenverhalten
5
Sales performance
5
Arbeitsverhalten
4
Work behaviour
4
Customer orientation
3
Firm performance
3
Personal selling
3
Sales management
3
Theorie
3
Theory
3
Unternehmenserfolg
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
Emotion
2
Entscheidung
2
Erfolgsfaktor
2
Ethics
2
Ethik
2
Flexibility
2
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3
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Article
31
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1
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Article in journal
32
Aufsatz in Zeitschrift
32
Aufsatzsammlung
1
Language
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English
32
Author
All
Ahearne, Michael
Bush, Alan J.
Micevski, Milena
Plouffe, Christopher R.
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
15
Rangarajan, Deva
11
Alavi, Sascha
10
Johnson, Jeff S.
10
Hughes, Douglas E.
9
Habel, Johannes
8
Bolander, Willy
7
Friend, Scott B.
7
Pullins, Ellen
7
Rapp, Adam
7
Svensson, Göran
7
Dugan, Riley
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Lee, Nick
6
Sharma, Arun
6
Terho, Harri
6
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Høgevold, Nils M.
5
Kadic-Maglajlic, Selma
5
Syam, Niladri
5
Wieseke, Jan
5
Badrinarayanan, Vishag
4
Bonney, Leff
4
Borgh, Michel van der
4
Chaker, Nawar N.
4
Deeter-Schmelz, Dawn R.
4
Edmondson, Diane R.
4
Hartmann, Nathaniel N.
4
Krush, Michael T.
4
Lam, Son K.
4
Maggioni, Isabella
4
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Published in...
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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
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
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ECONIS (ZBW)
32
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1
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32
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1
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:
2
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:
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
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:
5
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:
6
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:
7
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:
8
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:
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
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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