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subject:"Verkaufspersonal"
~person:"Bush, Alan J."
~person:"Plouffe, Christopher R."
~person:"Schmitz, Christian"
~subject:"Ausschreibung"
~subject:"B2B"
~subject:"Customer prosocial behavior"
~subject:"Deutschland"
~subject:"personal selling"
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Subject
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Verkaufspersonal
Ausschreibung
B2B
Customer prosocial behavior
Deutschland
personal selling
Selling
34
Verkauf
34
Salespeople
28
Beziehungsmarketing
11
Relationship marketing
11
B-to-B-Marketing
9
Business-to-business marketing
9
Sales
7
Lieferantenmanagement
6
Supplier relationship management
6
Consumer behaviour
5
Konsumentenverhalten
5
Personal selling
5
Sales management
5
sales management
5
Business ethics
3
Decision
3
Entscheidung
3
Erfolgsfaktor
3
Sales performance
3
Success factor
3
Unternehmensethik
3
business-to-business marketing
3
Absatz
2
Arbeitsverhalten
2
Bibliometrics
2
Bibliometrie
2
Competition
2
Complexity management
2
Confidence
2
Customer organizational citizenship behavior
2
Decision-making
2
Ethics
2
Ethik
2
Firm performance
2
Forecast
2
Forecasting model
2
Incentives
2
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Online availability
All
Undetermined
18
Free
2
Type of publication
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Article
28
Type of publication (narrower categories)
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Article in journal
28
Aufsatz in Zeitschrift
28
Language
All
English
28
Author
All
Bush, Alan J.
Plouffe, Christopher R.
Schmitz, Christian
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
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
Terho, Harri
9
Bolander, Willy
8
Haas, Alexander
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...
All
Industrial marketing management : the international journal for industrial and high-tech firms
9
Journal of marketing
3
Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
3
Journal of personal selling & sales management
2
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 research : JBR
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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Source
All
ECONIS (ZBW)
28
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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 knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
4
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
5
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:
6
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:
7
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:
8
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
Saved in:
9
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
10
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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