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subject:"Verkaufspersonal"
~person:"Alavi, Sascha"
~person:"Bush, Alan J."
~person:"Rangarajan, Deva"
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
46
Verkauf
45
Salespeople
39
B-to-B-Marketing
17
Business-to-business marketing
17
Beziehungsmarketing
16
Relationship marketing
16
Lieferantenmanagement
11
Supplier relationship management
11
Consumer behaviour
8
Konsumentenverhalten
8
Personal selling
8
Sales management
8
sales management
7
Sales
6
Beschaffung
4
Business ethics
4
Procurement
4
Unternehmensethik
4
Artificial intelligence
3
B2B
3
Digitalisierung
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Digitization
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Ethics
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Ethik
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Forecasting model
3
Internet marketing
3
Künstliche Intelligenz
3
Leadership
3
Online-Marketing
3
Prognoseverfahren
3
adaptive selling
3
business-to-business marketing
3
sales performance
3
Arbeitsverhalten
2
Betriebliche Wertschöpfung
2
Buyer-seller relationship
2
Communication
2
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Article
39
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39
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39
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English
39
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Alavi, Sascha
Bush, Alan J.
Rangarajan, Deva
Schmitz, Christian
Ahearne, Michael
17
Agnihotri, Raj
15
Habel, Johannes
15
Johnson, Jeff S.
14
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Rapp, Adam
10
Lee, Nick
9
Marshall, Greg W.
9
Bolander, Willy
8
Haas, Alexander
8
Homburg, Christian
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Sharma, Arun
8
Svensson, Göran
8
Terho, Harri
8
Hartmann, Nathaniel N.
7
Hochstein, Bryan
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
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
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Journal of personal selling & sales management : JPSSM
10
Industrial marketing management : the international journal for industrial and high-tech firms
7
Journal of marketing
3
Journal of the Academy of Marketing Science
3
The journal of business & industrial marketing
3
European journal of marketing
2
Journal of business research : JBR
2
The journal of personal selling & sales management : JPSSM
2
AMS review : official publication of the Academy of Marketing Science
1
Business horizons
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 education : JME
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
39
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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
AI in sales : Laying the foundations for future research
McClure, Colleen E.
;
Epler, Rhett T.
;
Schmitt, Laurianne
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 108-127
Persistent link: https://www.econbiz.de/10014575056
Saved in:
5
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:
6
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
7
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
8
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:
9
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
10
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 : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
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