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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Micevski, Milena"
~person:"Rangarajan, Deva"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"Emotion"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
Emotion
personal selling
Selling
40
Verkauf
40
Salespeople
37
B-to-B-Marketing
15
Business-to-business marketing
15
Beziehungsmarketing
12
Relationship marketing
12
Lieferantenmanagement
11
Supplier relationship management
11
Consumer behaviour
7
Konsumentenverhalten
7
Sales management
5
Arbeitsverhalten
4
Beschaffung
4
Procurement
4
Sales
4
Sales performance
4
Work behaviour
4
sales management
4
Business ethics
3
Customer orientation
3
Ethics
3
Ethik
3
Personal selling
3
Physical distribution
3
Theorie
3
Theory
3
Unternehmensethik
3
Vertrieb
3
B2B
2
Buyer-seller relationship
2
Competition
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsqualität
2
Digitalisierung
2
Digitization
2
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Article
36
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37
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37
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English
37
Author
All
Ahearne, Michael
Bush, Alan J.
Micevski, Milena
Rangarajan, Deva
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
14
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
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...
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Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of personal selling & sales management
6
Journal of business research : JBR
3
The journal of personal selling & sales management : JPSSM
3
European journal of marketing
2
Journal of business ethics : JOBE
2
Journal of service research
2
Journal of the Academy of Marketing Science
2
The journal of business & industrial marketing
2
Business horizons
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 personal selling & sales management : JPSSM
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
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ECONIS (ZBW)
37
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1
AI in sales : Laying the foundations for future research
McClure, Colleen E.
;
Epler, Rhett T.
;
Schmitt, Laurianne
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 108-127
Persistent link: https://www.econbiz.de/10014575056
Saved in:
2
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
3
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
4
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:
5
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
6
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
7
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
8
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:
9
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:
10
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
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