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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Pullins, Ellen"
~person:"Schmitz, Christian"
~subject:"Ausschreibung"
~subject:"Customer prosocial behavior"
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Ausschreibung
Customer prosocial behavior
Deutschland
personal selling
Selling
23
Verkauf
23
Salespeople
19
B-to-B-Marketing
11
Beziehungsmarketing
11
Business-to-business marketing
11
Relationship marketing
11
Lieferantenmanagement
9
Supplier relationship management
9
Consumer behaviour
4
Konsumentenverhalten
4
sales management
4
Digitalisierung
3
Digitization
3
E-commerce
3
Electronic Commerce
3
Personal selling
3
Sales
3
Absatz
2
Arbeitsverhalten
2
Customer organizational citizenship behavior
2
Internet marketing
2
Online-Marketing
2
Sales interaction
2
Sales performance
2
Social behaviour
2
Soziales Verhalten
2
Work behaviour
2
business-to-business marketing
2
AMA faculty consortium
1
Advertising effects
1
Anforderungsprofil
1
Auction theory
1
Auktionstheorie
1
Austauschtheorie
1
B2B
1
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2
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Article
19
Type of publication (narrower categories)
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Article in journal
19
Aufsatz in Zeitschrift
19
Language
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English
19
Author
All
Bush, Alan J.
Pullins, Ellen
Schmitz, Christian
Agnihotri, Raj
14
Alavi, Sascha
10
Rangarajan, Deva
10
Hughes, Douglas E.
9
Johnson, Jeff S.
9
Habel, Johannes
8
Bolander, Willy
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
Plouffe, Christopher R.
6
Sharma, Arun
6
Claro, Danny Pimentel
5
Dingus, Rebecca
5
Guenzi, Paolo
5
Kadic-Maglajlic, Selma
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
Hartmann, Nathaniel N.
4
Krush, Michael T.
4
Lam, Son K.
4
Matthews, Lucy M.
4
Micevski, Milena
4
Rippé, Cindy B.
4
Rodríguez, Rocío
4
Rouziou, Maria
4
Schrock, Wyatt A.
4
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Published in...
All
Journal of personal selling & sales management
6
Industrial marketing management : the international journal for industrial and high-tech firms
5
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 marketing education : JME
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
19
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19
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1
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
2
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:
3
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
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
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:
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
Attracting students to sales positions : the case of effective salesperson recruitment ads
Deeter-Schmelz, Dawn R.
;
Dixon, Andrea L.
;
Erffmeyer, …
- In:
Journal of marketing education : JME
42
(
2020
)
2
,
pp. 170-190
Persistent link: https://www.econbiz.de/10012265744
Saved in:
10
Sales management, education, and scholarship across cultures : early findings from a global study and an agenda for future research
Dugan, Riley
;
Rangarajan, Deva
;
Davis, Lenita
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 198-212
Persistent link: https://www.econbiz.de/10012313077
Saved in:
1
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