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subject:"Verkaufspersonal"
~person:"Ahearne, Michael"
~person:"Bush, Alan J."
~person:"Micevski, Milena"
~person:"Schmitz, Christian"
~person:"Schrock, Wyatt A."
~subject:"Deutschland"
~subject:"Emotion"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
Emotion
personal selling
Selling
51
Verkauf
51
Salespeople
44
Beziehungsmarketing
18
Relationship marketing
18
B-to-B-Marketing
11
Business-to-business marketing
11
Lieferantenmanagement
8
Supplier relationship management
8
sales management
7
Sales performance
6
Führungsstil
5
Leadership style
5
Marketing management
5
Marketingmanagement
5
Personal selling
5
Arbeitsverhalten
4
Betriebliche Wertschöpfung
4
Business ethics
4
Consumer behaviour
4
Customer orientation
4
Information technology
4
Informationstechnik
4
Konsumentenverhalten
4
Unternehmensethik
4
Value creation
4
Work behaviour
4
Competition
3
Customer value
3
Employee retention
3
Erfolgsfaktor
3
Ethics
3
Ethik
3
Kundenwert
3
Mitarbeiterbindung
3
Sales
3
Sales management
3
Success factor
3
Theorie
3
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26
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3
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Article
38
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6
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Article in journal
39
Aufsatz in Zeitschrift
39
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3
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3
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1
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English
44
Author
All
Ahearne, Michael
Bush, Alan J.
Micevski, Milena
Schmitz, Christian
Schrock, Wyatt A.
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
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
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Published in...
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Journal of marketing
6
Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of business research : JBR
4
Journal of the Academy of Marketing Science
4
The journal of personal selling & sales management : JPSSM
4
Journal of personal selling & sales management
3
Journal of business ethics : JOBE
2
Journal of service research
2
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
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ECONIS (ZBW)
44
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1
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:
2
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:
3
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:
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
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:
6
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
7
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:
8
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:
9
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:
10
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
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