//--> //--> //--> //-->
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:"Alavi, Sascha"
~person:"Good, Valerie"
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"Prognose"
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
| 6 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Deutschland
Prognose
Selling
29
Verkauf
29
Salespeople
25
Beziehungsmarketing
10
Relationship marketing
10
Personal selling
9
B-to-B-Marketing
8
Business-to-business marketing
8
sales management
6
Lieferantenmanagement
4
Motivation
4
Sales
4
Sales management
4
Supplier relationship management
4
personal selling
4
Digitalisierung
3
Digitization
3
Forecasting model
3
Internet marketing
3
Intrinsic motivation
3
Leadership
3
Leistungsmotivation
3
Online-Marketing
3
Prognoseverfahren
3
Work motivation
3
business-to-business marketing
3
Artificial intelligence
2
Complexity management
2
Consumer behaviour
2
Distribution channel
2
E-commerce
2
Einzelhandel
2
Electronic Commerce
2
Forecast
2
Führungsstil
2
Incentives
2
Innovation
2
Komplexitätsmanagement
2
Konsumentenverhalten
2
more ...
less ...
Online availability
All
Undetermined
20
Free
4
Type of publication
All
Article
27
Type of publication (narrower categories)
All
Article in journal
27
Aufsatz in Zeitschrift
27
Language
All
English
27
Author
All
Alavi, Sascha
Good, Valerie
Schmitz, Christian
Ahearne, Michael
16
Agnihotri, Raj
15
Johnson, Jeff S.
14
Wieseke, Jan
13
Habel, Johannes
12
Rangarajan, Deva
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Bush, Alan J.
9
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
Svensson, Göran
8
Terho, Harri
8
Homburg, Christian
7
Moncrief, William C.
7
Peltier, James
7
Sharma, Arun
7
Albers, Sönke
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
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 personal selling & sales management
9
Journal of the Academy of Marketing Science
5
Journal of marketing
3
Industrial marketing management : the international journal for industrial and high-tech firms
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 research : JBR
1
Marketing : ZFP ; journal of research and management
1
Marketing letters : a journal of research in marketing
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
more ...
less ...
Source
All
ECONIS (ZBW)
27
Showing
1
-
10
of
27
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
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
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
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
9
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
10
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
1
2
3
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->