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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Claro, Danny Pimentel"
~person:"Schmitz, Christian"
~subject:"Ausschreibung"
~subject:"Customer prosocial behavior"
~subject:"Deutschland"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Ausschreibung
Customer prosocial behavior
Deutschland
personal selling
Selling
19
Verkauf
18
Salespeople
17
B-to-B-Marketing
8
Business-to-business marketing
8
Beziehungsmarketing
7
Relationship marketing
7
Lieferantenmanagement
6
Supplier relationship management
6
Consumer behaviour
4
Konsumentenverhalten
4
Sales
4
Absatz
3
Personal selling
3
Sales performance
3
sales management
3
Arbeitsverhalten
2
Business network
2
Customer organizational citizenship behavior
2
Distribution channel
2
Sales force management
2
Sales management
2
Social behaviour
2
Social network
2
Soziales Netzwerk
2
Soziales Verhalten
2
Unternehmensnetzwerk
2
Vertriebsweg
2
Work behaviour
2
business-to-business marketing
2
Auction theory
1
Auktionstheorie
1
Austauschtheorie
1
B2B
1
B2B marketing
1
B2B sales strategy
1
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2
Type of publication
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Article
17
Type of publication (narrower categories)
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Article in journal
17
Aufsatz in Zeitschrift
17
Language
All
English
17
Author
All
Bush, Alan J.
Claro, Danny Pimentel
Schmitz, Christian
Agnihotri, Raj
14
Rangarajan, Deva
11
Alavi, Sascha
10
Hughes, Douglas E.
9
Johnson, Jeff S.
9
Habel, Johannes
8
Ahearne, Michael
7
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
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
Schrock, Wyatt A.
4
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of personal selling & sales management : JPSSM
2
The journal of personal selling & sales management : JPSSM
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 business research : JBR
1
Journal of marketing
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Journal of retailing
1
Journal of the Academy of Marketing Science
1
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Source
All
ECONIS (ZBW)
17
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1
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17
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1
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:
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
The effect of inside sales and hybrid sales structures on customer value creation
Ramos, Carla
;
Claro, Danny Pimentel
;
Germiniano, Renato
- In:
Journal of business research : JBR
154
(
2023
),
pp. 1-19
Persistent link: https://www.econbiz.de/10013468754
Saved in:
4
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:
5
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:
6
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:
7
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:
8
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
9
How intrafirm intermediary salespeople connect sales to marketing and product development
Gonzalez, Gabriel R.
;
Claro, Danny Pimentel
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
5
,
pp. 795-814
Persistent link: https://www.econbiz.de/10012107320
Saved in:
10
Do salespeople matter in competitive tenders?
Dax, Maximilian
;
Tyssen, Eva Katharina
;
Schmitz, Christian
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
4
,
pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
Saved in:
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