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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Hochstein, Bryan"
~person:"Schmitz, Christian"
~subject:"Ausschreibung"
~subject:"B2B"
~subject:"Customer prosocial behavior"
~subject:"Deutschland"
~subject:"Supplier relationship management"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Ausschreibung
B2B
Customer prosocial behavior
Deutschland
Supplier relationship management
personal selling
Selling
19
Verkauf
19
Salespeople
18
B-to-B-Marketing
9
Business-to-business marketing
9
Beziehungsmarketing
8
Relationship marketing
8
Lieferantenmanagement
7
Consumer behaviour
6
Konsumentenverhalten
6
Sales
5
Beschaffung
3
Personal selling
3
Procurement
3
Sales performance
3
Arbeitsverhalten
2
Confidence
2
Customer organizational citizenship behavior
2
Decision
2
Entscheidung
2
Personality psychology
2
Persönlichkeitspsychologie
2
Sales management
2
Social behaviour
2
Soziales Verhalten
2
Vertrauen
2
Work behaviour
2
business-to-business marketing
2
sales management
2
Absatz
1
Adaptiveness
1
Anlageverhalten
1
Auction theory
1
Auktionstheorie
1
Austauschtheorie
1
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2
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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.
Hochstein, Bryan
Schmitz, Christian
Agnihotri, Raj
15
Rangarajan, Deva
11
Alavi, Sascha
10
Johnson, Jeff S.
10
Hughes, Douglas E.
9
Habel, Johannes
8
Bolander, Willy
7
Friend, Scott B.
7
Pullins, Ellen
7
Rapp, Adam
7
Svensson, Göran
7
Ahearne, Michael
6
Dugan, Riley
6
Good, Valerie
6
Itani, Omar S.
6
Lee, Nick
6
Plouffe, Christopher R.
6
Sharma, Arun
6
Terho, Harri
6
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Høgevold, Nils M.
5
Kadic-Maglajlic, Selma
5
Syam, Niladri
5
Wieseke, Jan
5
Badrinarayanan, Vishag
4
Bonney, Leff
4
Borgh, Michel van der
4
Chaker, Nawar N.
4
Deeter-Schmelz, Dawn R.
4
Edmondson, Diane R.
4
Hartmann, Nathaniel N.
4
Krush, Michael T.
4
Lam, Son K.
4
Maggioni, Isabella
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
3
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)
18
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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
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
3
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:
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
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:
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
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
9
Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei
;
Hochstein, Bryan
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
117
(
2020
),
pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
Saved in:
10
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
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