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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Plouffe, Christopher R."
~person:"Rodríguez, Rocío"
~person:"Schmitz, Christian"
~subject:"Ausschreibung"
~subject:"B2B"
~subject:"Customer prosocial behavior"
~subject:"Deutschland"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Ausschreibung
B2B
Customer prosocial behavior
Deutschland
personal selling
Selling
23
Verkauf
23
Salespeople
22
B-to-B-Marketing
11
Business-to-business marketing
11
Beziehungsmarketing
9
Relationship marketing
9
Lieferantenmanagement
8
Supplier relationship management
8
Sales
7
Consumer behaviour
5
Konsumentenverhalten
5
Sales performance
5
Adaptiveness
3
Arbeitsleistung
3
Job performance
3
Norway
3
Norwegen
3
Performance measurement
3
Performance-Messung
3
Personal selling
3
Sales management
3
Absatz
2
Arbeitsverhalten
2
Confidence
2
Customer organizational citizenship behavior
2
Decision
2
Entscheidung
2
Erfolgsfaktor
2
Firm performance
2
Interpersonal
2
Occupational qualification
2
Performance
2
Personality psychology
2
Persönlichkeitspsychologie
2
Qualifikation
2
Selling-related knowledge
2
Skill level
2
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Online availability
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Undetermined
Free
4
Type of publication
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Article
22
Type of publication (narrower categories)
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Article in journal
22
Aufsatz in Zeitschrift
22
Language
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English
22
Author
All
Bush, Alan J.
Plouffe, Christopher R.
Rodríguez, Rocío
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
Friend, Scott B.
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Lee, Nick
6
Sharma, Arun
6
Terho, Harri
6
Claro, Danny Pimentel
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Kadic-Maglajlic, Selma
5
Svensson, Göran
5
Syam, Niladri
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
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
7
Journal of personal selling & sales management
2
Journal of the Academy of Marketing Science
2
The journal of personal selling & sales management : JPSSM
2
European business 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 marketing
1
Journal of organizational change management
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Marketing intelligence & planning
1
The journal of business & industrial marketing
1
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Source
All
ECONIS (ZBW)
22
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1
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10
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22
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1
Salespeople's sales performance skills in B2B of services firms : a cross-industrial study
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
European business review
36
(
2024
)
2
,
pp. 201-224
Persistent link: https://www.econbiz.de/10014513321
Saved in:
2
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
3
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
4
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:
5
The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío
;
Høgevold, Nils M.
;
Otero-Neira, Carmen
- In:
Journal of organizational change management
36
(
2023
)
1
,
pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
Saved in:
6
A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío
;
Høgevold, Nils
;
Otero-Neira, Carmen
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
1
,
pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
Saved in:
7
Organisational and environmental indicators of B2B sales performance
Høgevold, Nils M.
;
Rodríguez, Rocío
;
Svensson, Gøran
; …
- In:
Marketing intelligence & planning
40
(
2022
)
1
,
pp. 33-56
Persistent link: https://www.econbiz.de/10013172882
Saved in:
8
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:
9
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:
10
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
Saved in:
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