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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Friend, Scott B."
~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
21
Verkauf
21
Salespeople
18
B-to-B-Marketing
10
Business-to-business marketing
10
Beziehungsmarketing
9
Relationship marketing
9
Lieferantenmanagement
7
Supplier relationship management
7
Consumer behaviour
5
Konsumentenverhalten
5
Personal selling
3
Sales performance
3
Arbeitsverhalten
2
Confidence
2
Cost management
2
Customer organizational citizenship behavior
2
Dienstleistungsqualität
2
Führungskräfte
2
Kostenmanagement
2
Managers
2
Sales
2
Sales force management
2
Service quality
2
Social behaviour
2
Soziales Verhalten
2
Theorie
2
Theory
2
Trust
2
Vertrauen
2
Work behaviour
2
business-to-business marketing
2
qualitative
2
relationship marketing
2
sales management
2
Absatz
1
Adaptive selling
1
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Online availability
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Free
2
Type of publication
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Article
18
Type of publication (narrower categories)
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Article in journal
18
Aufsatz in Zeitschrift
18
Language
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English
18
Author
All
Bush, Alan J.
Friend, Scott B.
Schmitz, Christian
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
Ahearne, Michael
6
Dugan, Riley
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
Schrock, Wyatt A.
4
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of personal selling & sales management
4
Journal of business research : JBR
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 marketing
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
The journal of personal selling & sales management : JPSSM
1
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Source
All
ECONIS (ZBW)
18
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1
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10
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18
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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
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:
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
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:
5
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
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
6
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:
7
An integrative framework of sales ecosystem well-being
Ranjan, Kumar Rakesh
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 234-250
Persistent link: https://www.econbiz.de/10012395126
Saved in:
8
Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.
;
Matthes, Joseph M.
;
Friend, Scott B.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
Saved in:
9
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
10
Sales manager cost control engagement : antecedents and performance implications
Skiba, Jenifer
;
Saini, Amit
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
39
(
2019
)
2
,
pp. 123-137
Persistent link: https://www.econbiz.de/10012200861
Saved in:
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