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subject:"Verkaufspersonal"
~accessRights:"restricted"
~person:"Bush, Alan J."
~person:"Rapp, Adam"
~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
20
Verkauf
20
Salespeople
19
B-to-B-Marketing
7
Beziehungsmarketing
7
Business-to-business marketing
7
Relationship marketing
7
Lieferantenmanagement
5
Consumer behaviour
4
Konsumentenverhalten
4
service
4
Personal selling
3
sales
3
Ambidextrous organization
2
Arbeitsverhalten
2
Customer organizational citizenship behavior
2
Dienstleistungsqualität
2
Dienstleistungssektor
2
Emotion
2
Firm performance
2
Organisationale Ambidextrie
2
Sales
2
Sales performance
2
Service industry
2
Service quality
2
Social behaviour
2
Soziales Verhalten
2
Unternehmenserfolg
2
Work behaviour
2
ambidexterity
2
business-to-business marketing
2
frontline
2
sales management
2
Absatz
1
Academic publication
1
Arbeitsgruppe
1
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2
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Article
18
Book / Working Paper
1
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Article in journal
19
Aufsatz in Zeitschrift
19
Aufsatzsammlung
1
Language
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English
19
Author
All
Bush, Alan J.
Rapp, Adam
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
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
4
Journal of personal selling & sales management
3
Journal of service research
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 marketing theory and practice : JMTP
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
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All
ECONIS (ZBW)
19
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1
Team selling : a review, implications, and an agenda for sales team research
Rapp, Adam
;
Rapp, Tammy
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 289-306
Persistent link: https://www.econbiz.de/10014447832
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
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
The state of selling & sales management research : a review and future research agenda
Rapp, Adam
;
Beeler, Lisa
- In:
Journal of marketing theory and practice : JMTP
29
(
2021
)
1
,
pp. 37-50
Persistent link: https://www.econbiz.de/10012483499
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
The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam
;
Baker, Thomas L.
;
Hartmann, Nathaniel N.
; …
- In:
Journal of service research
23
(
2020
)
1
,
pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Saved in:
10
Firm actions to develop an ambidextrous sales force
Panagopoulos, Nikolaos G.
;
Rapp, Adam
;
Pimentel, Michael A.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 87-104
Persistent link: https://www.econbiz.de/10012183607
Saved in:
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