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subject:"Verkaufspersonal"
~person:"Alavi, Sascha"
~person:"Bush, Alan J."
~subject:"Deutschland"
~subject:"personal selling"
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Verkaufspersonal
Deutschland
personal selling
Selling
27
Verkauf
26
Salespeople
23
Beziehungsmarketing
12
Relationship marketing
12
Personal selling
8
B-to-B-Marketing
7
Business-to-business marketing
7
Consumer behaviour
5
Konsumentenverhalten
5
Lieferantenmanagement
5
Supplier relationship management
5
Sales
4
Business ethics
3
Leadership
3
Sales management
3
Unternehmensethik
3
sales management
3
Arbeitsverhalten
2
Artificial intelligence
2
B2B
2
Communication
2
Customer organizational citizenship behavior
2
Customer orientation
2
Customer prosocial behavior
2
Decision
2
Einzelhandel
2
Entscheidung
2
Ethics
2
Ethik
2
Forecasting model
2
Incentives
2
Internet marketing
2
Kommunikation
2
Künstliche Intelligenz
2
Negotiations
2
Online-Marketing
2
Preismanagement
2
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15
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4
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Article
23
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23
Aufsatz in Zeitschrift
23
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English
23
Author
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Alavi, Sascha
Bush, Alan J.
Ahearne, Michael
17
Agnihotri, Raj
15
Habel, Johannes
15
Johnson, Jeff S.
14
Rangarajan, Deva
11
Schmitz, Christian
11
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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Published in...
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Journal of personal selling & sales management : JPSSM
4
Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of the Academy of Marketing Science
3
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
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 education : JME
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
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)
23
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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
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 : JPSSM
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 : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
8
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:
9
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
10
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
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