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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Guenzi, Paolo"
~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
20
Verkauf
18
Salespeople
17
Beziehungsmarketing
8
Relationship marketing
8
B-to-B-Marketing
7
Business-to-business marketing
7
Consumer behaviour
5
Konsumentenverhalten
5
Lieferantenmanagement
5
Supplier relationship management
5
Sales
4
Firm performance
3
Personal selling
3
Sales performance
3
Trust
3
Unternehmenserfolg
3
sales management
3
Absatz
2
Adaptive selling
2
Arbeitsverhalten
2
Capability approach
2
Capability-Ansatz
2
Confidence
2
Customer organizational citizenship behavior
2
Digitalisierung
2
Digitization
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Leadership
2
Learning organization
2
Lernende Organisation
2
Regression analysis
2
Sales capabilities
2
Sales force
2
Selling orientation
2
Social behaviour
2
Soziales Verhalten
2
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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
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English
17
Author
All
Bush, Alan J.
Guenzi, Paolo
Schmitz, Christian
Agnihotri, Raj
14
Habel, Johannes
11
Rangarajan, Deva
11
Alavi, Sascha
10
Hughes, Douglas E.
9
Johnson, Jeff S.
9
Rapp, Adam
8
Ahearne, Michael
7
Bolander, Willy
7
Hartmann, Nathaniel N.
7
Hochstein, Bryan
7
Pullins, Ellen
7
Dugan, Riley
6
Friend, Scott B.
6
Good, Valerie
6
Itani, Omar S.
6
Lee, Nick
6
Plouffe, Christopher R.
6
Sharma, Arun
6
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Dingus, Rebecca
5
Kadic-Maglajlic, Selma
5
Schrock, Wyatt A.
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
Hunter, Gary K.
4
Krush, Michael T.
4
Lam, Son K.
4
Locander, David A.
4
Matthews, Lucy M.
4
Micevski, Milena
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
California management review
1
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 the Academy of Marketing Science
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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Source
All
ECONIS (ZBW)
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
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
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
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:
6
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:
7
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:
8
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:
9
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
10
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
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