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subject:"Verkaufspersonal"
~person:"Bush, Alan J."
~person:"Habel, Johannes"
~person:"Hochstein, Bryan"
~person:"Schmitz, Christian"
~subject:"Deutschland"
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Search: subject_exact:"Selling"
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Verkaufspersonal
Deutschland
Selling
39
Verkauf
39
Salespeople
34
Beziehungsmarketing
14
Relationship marketing
14
B-to-B-Marketing
12
Business-to-business marketing
12
Lieferantenmanagement
9
Supplier relationship management
9
Personal selling
8
Consumer behaviour
7
Konsumentenverhalten
7
Sales
7
sales management
7
Sales management
5
Beschaffung
3
Business ethics
3
Decision
3
Digitalisierung
3
Digitization
3
Entscheidung
3
Forecasting model
3
Procurement
3
Prognoseverfahren
3
Sales performance
3
Unternehmensethik
3
adaptive selling
3
business-to-business marketing
3
personal selling
3
Arbeitsverhalten
2
Artificial intelligence
2
B2B
2
Communication
2
Complexity management
2
Confidence
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Distribution channel
2
E-commerce
2
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Undetermined
24
Free
4
Type of publication
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Article
34
Type of publication (narrower categories)
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Article in journal
34
Aufsatz in Zeitschrift
34
Language
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English
34
Author
All
Bush, Alan J.
Habel, Johannes
Hochstein, Bryan
Schmitz, Christian
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Rangarajan, Deva
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
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
Good, Valerie
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
6
Journal of personal selling & sales management
6
Journal of the Academy of Marketing Science
4
Journal of business research : JBR
3
Journal of marketing
3
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
California management review
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 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)
34
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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
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
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
8
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
Saved in:
9
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
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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