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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~person:"Svensson, Göran"
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
37
Verkauf
36
Salespeople
32
Beziehungsmarketing
16
Relationship marketing
16
B-to-B-Marketing
15
Business-to-business marketing
15
Lieferantenmanagement
13
Supplier relationship management
13
Performance measurement
5
Performance-Messung
5
Sales performance
5
Arbeitsverhalten
4
Consumer behaviour
4
Customer orientation
4
Customer satisfaction
4
Konsumentenverhalten
4
Kundenzufriedenheit
4
Sales
4
Work behaviour
4
Arbeitsleistung
3
Arbeitszufriedenheit
3
Confidence
3
Job performance
3
Job satisfaction
3
Personal selling
3
Theorie
3
Theory
3
Trust
3
Vertrauen
3
sales management
3
Adaptiveness
2
Business ethics
2
Commitment
2
Competition
2
Corporate culture
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
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5
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Article
31
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1
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32
Aufsatz in Zeitschrift
32
Aufsatzsammlung
1
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English
32
Author
All
Ahearne, Michael
Bush, Alan J.
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
Svensson, Göran
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
Plouffe, Christopher R.
6
Sharma, Arun
6
Claro, Danny Pimentel
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Kadic-Maglajlic, Selma
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
5
Journal of business research : JBR
3
Journal of personal selling & sales management : JPSSM
3
The journal of personal selling & sales management : JPSSM
3
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
European business review
1
European journal of marketing
1
International journal of procurement management
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 organizational change management
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
Salespeople's sales performance skills in B2B of services firms : a cross-industrial study
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
European business review
36
(
2024
)
2
,
pp. 201-224
Persistent link: https://www.econbiz.de/10014513321
Saved in:
2
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:
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
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships
Ferro-Soto, Carlos
;
Padin, Carmen
;
Svensson, Göran
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
1
,
pp. 235-251
Persistent link: https://www.econbiz.de/10013539060
Saved in:
5
The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío
;
Høgevold, Nils M.
;
Otero-Neira, Carmen
- In:
Journal of organizational change management
36
(
2023
)
1
,
pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
Saved in:
6
A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío
;
Høgevold, Nils
;
Otero-Neira, Carmen
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
1
,
pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
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
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 : JPSSM
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
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