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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"Lieferantenmanagement"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Deutschland
Lieferantenmanagement
personal selling
Selling
22
Verkauf
22
Salespeople
20
Beziehungsmarketing
10
Relationship marketing
10
B-to-B-Marketing
8
Business-to-business marketing
8
Supplier relationship management
7
Arbeitsverhalten
4
Consumer behaviour
4
Konsumentenverhalten
4
Sales performance
4
Work behaviour
4
Customer orientation
3
Personal selling
3
sales management
3
Business ethics
2
Competition
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Emotion
2
Ethics
2
Ethik
2
Flexibility
2
Flexibilität
2
Marketing
2
Marketing management
2
Marketingmanagement
2
Physical distribution
2
Sales
2
Social behaviour
2
Soziales Verhalten
2
Strategic flexibility
2
Unternehmensethik
2
Vertrieb
2
Wettbewerb
2
business-to-business marketing
2
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2
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Article
20
Type of publication (narrower categories)
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Article in journal
20
Aufsatz in Zeitschrift
20
Language
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English
20
Author
All
Bush, Alan J.
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
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
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 business research : JBR
3
The journal of personal selling & sales management : JPSSM
3
Journal of business ethics : JOBE
2
Journal of personal selling & sales management
2
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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
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ECONIS (ZBW)
20
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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
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:
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
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:
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
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:
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
Three levels of ethical influences on selling behavior and performance : synergies and tensions
Kadic-Maglajlic, Selma
;
Micevski, Milena
;
Lee, Nick
; …
- In:
Journal of business ethics : JOBE
156
(
2019
)
2
,
pp. 377-397
Persistent link: https://www.econbiz.de/10012017534
Saved in:
10
Sales intra-functional flexibility : its relationship to performance and moderating effects on role stressors
Micevski, Milena
;
Dewsnap, Belinda
;
Cadogan, John W.
; …
- In:
Journal of business research : JBR
104
(
2019
),
pp. 552-562
Persistent link: https://www.econbiz.de/10012105194
Saved in:
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