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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Hughes, Douglas E."
~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
23
Verkauf
22
Salespeople
21
B-to-B-Marketing
8
Beziehungsmarketing
8
Business-to-business marketing
8
Relationship marketing
8
Lieferantenmanagement
7
Personal selling
6
Consumer behaviour
4
Konsumentenverhalten
4
Motivation
4
Arbeitsverhalten
3
Intrinsic motivation
3
Leistungsmotivation
3
Sales
3
Sales performance
3
Work behaviour
3
Work motivation
3
sales management
3
Competition
2
Customer organizational citizenship behavior
2
Personality psychology
2
Persönlichkeitspsychologie
2
Sales management
2
Social behaviour
2
Soziales Verhalten
2
Wettbewerb
2
business-to-business marketing
2
Absatz
1
Ambidextrous organization
1
Anforderungsprofil
1
Arbeitsgruppe
1
Auction theory
1
Auktionstheorie
1
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3
Type of publication
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Article
21
Type of publication (narrower categories)
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Article in journal
21
Aufsatz in Zeitschrift
21
Language
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English
21
Author
All
Bush, Alan J.
Hughes, Douglas E.
Schmitz, Christian
Agnihotri, Raj
15
Rangarajan, Deva
11
Alavi, Sascha
10
Johnson, Jeff S.
10
Habel, Johannes
8
Ahearne, Michael
7
Bolander, Willy
7
Friend, Scott B.
7
Pullins, Ellen
7
Rapp, Adam
7
Svensson, Göran
7
Dugan, Riley
6
Good, Valerie
6
Hochstein, Bryan
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
5
Journal of personal selling & sales management : JPSSM
3
Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
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 marketing
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Journal of service research
1
Marketing letters : a journal of research in marketing
1
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Source
All
ECONIS (ZBW)
21
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21
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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
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
3
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
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
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:
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
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
10
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:
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