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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
25
Verkauf
24
Salespeople
23
B-to-B-Marketing
8
Business-to-business marketing
8
Beziehungsmarketing
7
Lieferantenmanagement
7
Relationship marketing
7
Supplier relationship management
7
Consumer behaviour
4
Konsumentenverhalten
4
Arbeitsverhalten
3
Personal selling
3
Sales performance
3
Theorie
3
Theory
3
Work behaviour
3
sales management
3
Competition
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsqualität
2
Firm performance
2
Führungsstil
2
Leadership style
2
Performance measurement
2
Performance-Messung
2
Sales
2
Service quality
2
Social behaviour
2
Soziales Verhalten
2
Unternehmenserfolg
2
Wettbewerb
2
business-to-business marketing
2
sales
2
Absatz
1
Ambidextrous organization
1
Asymmetric information
1
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Article
22
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23
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23
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English
23
Author
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Ahearne, Michael
Bush, Alan J.
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
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
Micevski, Milena
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 personal selling & sales management : JPSSM
3
The journal of personal selling & sales management : JPSSM
3
Journal of service research
2
Journal of the Academy of Marketing Science
2
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business ethics : JOBE
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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ECONIS (ZBW)
23
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1
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10
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23
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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
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:
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 : JPSSM
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
7
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:
8
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
Saved in:
9
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
Saved in:
10
Special issue: the interface of service and sales
Rapp, Adam
(
ed.
);
Baker, Thomas L.
(
ed.
); …
-
2020
Persistent link: https://www.econbiz.de/10012183536
Saved in:
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