//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
subject:"Verkaufspersonal"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Habel, Johannes"
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"personal selling"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Selling"
Narrow search
Delete all filters
| 9 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Deutschland
personal selling
Selling
60
Verkauf
60
Salespeople
52
Beziehungsmarketing
20
Relationship marketing
20
B-to-B-Marketing
12
Business-to-business marketing
12
Lieferantenmanagement
9
Supplier relationship management
9
sales management
9
Personal selling
8
Führungsstil
6
Leadership style
6
Marketing management
6
Marketingmanagement
6
Sales performance
6
Consumer behaviour
5
Konsumentenverhalten
5
Sales
5
Arbeitsverhalten
4
Betriebliche Wertschöpfung
4
Business ethics
4
Customer orientation
4
Digitalisierung
4
Digitization
4
Information technology
4
Informationstechnik
4
Sales management
4
Unternehmensethik
4
Value creation
4
Work behaviour
4
Competition
3
Customer value
3
E-commerce
3
Einzelhandel
3
Electronic Commerce
3
Employee retention
3
Erfolgsfaktor
3
more ...
less ...
Online availability
All
Undetermined
32
Free
5
Type of publication
All
Article
46
Book / Working Paper
6
Type of publication (narrower categories)
All
Article in journal
47
Aufsatz in Zeitschrift
47
Lehrbuch
3
Textbook
3
Aufsatzsammlung
1
Language
All
English
52
Author
All
Ahearne, Michael
Bush, Alan J.
Habel, Johannes
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Rangarajan, Deva
11
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Lee, Nick
9
Marshall, Greg W.
9
Rapp, Adam
9
Bolander, Willy
8
Haas, Alexander
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Sharma, Arun
8
Svensson, Göran
8
Terho, Harri
8
Homburg, Christian
7
Moncrief, William C.
7
Peltier, James
7
Albers, Sönke
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
Claro, Danny Pimentel
5
more ...
less ...
Published in...
All
Journal of marketing
6
Journal of personal selling & sales management
6
Journal of the Academy of Marketing Science
6
Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of business research : JBR
5
The journal of personal selling & sales management : JPSSM
4
Journal of business ethics : JOBE
2
Journal of service research
2
AMS review : official publication of the Academy of Marketing Science
1
California management review
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing education : JME
1
Journal of marketing research
1
Journal of marketing research : JMR
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Journal of retailing
1
The journal of business & industrial marketing
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
more ...
less ...
Source
All
ECONIS (ZBW)
52
Showing
1
-
10
of
52
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
A theory of predictive sales analytics adoption
Habel, Johannes
;
Alavi, Sascha
;
Heinitz, Nicolas
- In:
AMS review : official publication of the Academy of …
13
(
2023
)
1/2
,
pp. 34-54
Persistent link: https://www.econbiz.de/10014327814
Saved in:
2
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
4
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
5
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
6
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:
7
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
8
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
Saved in:
9
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:
10
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:
1
2
3
4
5
6
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->