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subject:"Verkaufspersonal"
~person:"Bonney, Leff"
~person:"Good, Valerie"
~person:"Schmitz, Christian"
~subject:"Business-to-business marketing"
~subject:"Deutschland"
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Verkaufspersonal
Business-to-business marketing
Deutschland
Selling
27
Verkauf
27
Salespeople
22
B-to-B-Marketing
8
Beziehungsmarketing
7
Relationship marketing
7
Personal selling
6
Sales
6
sales management
5
Lieferantenmanagement
4
Motivation
4
Supplier relationship management
4
Beschaffung
3
Decision
3
Entscheidung
3
Intrinsic motivation
3
Leistungsmotivation
3
Personality psychology
3
Persönlichkeitspsychologie
3
Procurement
3
Sales management
3
Work motivation
3
business-to-business marketing
3
Absatz
2
Competition
2
Complexity management
2
Confidence
2
Consumer behaviour
2
Decision-making
2
Digitalisierung
2
Digitization
2
Forecast
2
Forecasting model
2
Incentives
2
Innovation
2
Komplexitätsmanagement
2
Konsumentenverhalten
2
Leadership
2
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17
Free
2
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Article
23
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Article in journal
23
Aufsatz in Zeitschrift
23
Language
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English
23
Author
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Bonney, Leff
Good, Valerie
Schmitz, Christian
Agnihotri, Raj
16
Ahearne, Michael
16
Johnson, Jeff S.
15
Alavi, Sascha
14
Habel, Johannes
12
Svensson, Göran
12
Terho, Harri
12
Friend, Scott B.
11
Rangarajan, Deva
11
Wieseke, Jan
11
Guenzi, Paolo
10
Hughes, Douglas E.
10
Marshall, Greg W.
10
Bush, Alan J.
9
Lee, Nick
9
Pullins, Ellen
9
Rapp, Adam
9
Sharma, Arun
9
Bolander, Willy
8
Haas, Alexander
8
Homburg, Christian
8
Plouffe, Christopher R.
8
Rodríguez, Rocío
8
Keränen, Joona
7
Kraus, Florian
7
Moncrief, William C.
7
Peltier, James
7
Adamson, Brent
6
Albers, Sönke
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Hochstein, Bryan
6
Høgevold, Nils M.
6
Itani, Omar S.
6
Jaramillo, Fernando
6
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of personal selling & sales management
5
Journal of the Academy of Marketing Science
4
Journal of marketing
3
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
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
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ECONIS (ZBW)
23
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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
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:
4
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:
5
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:
6
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:
7
Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research
Bonney, Leff
;
Beeler, Lisa
;
Chaker, Nawar N.
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 339-357
Persistent link: https://www.econbiz.de/10013484575
Saved in:
8
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
9
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:
10
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
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