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subject:"Verkaufspersonal"
~person:"Alavi, Sascha"
~person:"Bush, Alan J."
~person:"Schmitz, Christian"
~person:"Terho, Harri"
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
46
Verkauf
45
Salespeople
36
Beziehungsmarketing
21
Relationship marketing
21
B-to-B-Marketing
19
Business-to-business marketing
19
Lieferantenmanagement
10
Supplier relationship management
10
Personal selling
9
Sales
7
Marketing management
6
Marketingmanagement
6
sales management
6
Consumer behaviour
5
Internet marketing
5
Konsumentenverhalten
5
Online-Marketing
5
Sales management
5
B2B
4
Arbeitsverhalten
3
Betriebliche Wertschöpfung
3
Business ethics
3
Customer orientation
3
Customer value
3
Forecasting model
3
Kundenwert
3
Leadership
3
Performance measurement
3
Performance-Messung
3
Prognoseverfahren
3
Social Web
3
Social web
3
Unternehmensethik
3
Value creation
3
Value-based selling
3
Work behaviour
3
business-to-business marketing
3
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23
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6
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Article
36
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36
Aufsatz in Zeitschrift
36
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English
36
Author
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Alavi, Sascha
Bush, Alan J.
Schmitz, Christian
Terho, Harri
Ahearne, Michael
17
Agnihotri, Raj
15
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
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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Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of personal selling & sales management : JPSSM
7
Journal of the Academy of Marketing Science
4
Journal of marketing
3
Journal of business research : JBR
2
The journal of business & industrial marketing
2
The journal of personal selling & sales management : JPSSM
2
AMS review : official publication of the Academy of Marketing Science
1
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 business market management : JBM
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)
36
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36
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1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
Saved in:
2
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:
3
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:
4
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:
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
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:
8
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
Saved in:
9
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:
10
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
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