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subject:"Verkaufspersonal"
~person:"Cron, William L."
~person:"Sharma, Arun"
~subject:"Buyer-seller relationship"
~subject:"Selling"
~subject:"Success factor"
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Verkaufspersonal
Buyer-seller relationship
Selling
Success factor
Verkauf
30
Salespeople
13
Management
9
B-to-B-Marketing
7
Business-to-business marketing
7
Marketingmanagement
5
Lieferantenmanagement
4
Marketing management
4
Supplier relationship management
4
Beschaffung
3
Beziehungsmarketing
3
Consumer behaviour
3
Konsumentenverhalten
3
Procurement
3
Relationship marketing
3
Sales management
3
USA
3
United States
3
Case studies
2
Digitalisierung
2
Digitization
2
Einzelhandel
2
Führungskräfte
2
Kaufleute
2
Managers
2
Marketing
2
Merchants
2
Organisatorischer Wandel
2
Organizational change
2
Physical distribution
2
Resource-based view
2
Ressourcenorientierter Ansatz
2
Retail trade
2
Sales
2
Vertrieb
2
adaptive selling
2
personal selling
2
Absatz
1
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Undetermined
12
Free
1
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Article
19
Book / Working Paper
2
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Article in journal
18
Aufsatz in Zeitschrift
18
Aufsatz im Buch
2
Book section
2
Collection of articles of several authors
1
Glossar enthalten
1
Glossary included
1
Lehrbuch
1
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1
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1
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Language
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English
21
Author
All
Cron, William L.
Sharma, Arun
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Habel, Johannes
13
Lane, Nikala
13
Schiffman, Stephan
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rapp, Adam
12
Terho, Harri
12
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Rangarajan, Deva
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Tanner, John F.
10
Belz, Christian
9
Bolander, Willy
9
Futrell, Charles M.
9
Haas, Alexander
9
Ingram, Thomas N.
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Bulow, Jeremy
8
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
6
The journal of personal selling & sales management : JPSSM
5
Journal of personal selling & sales management
3
Journal of the Academy of Marketing Science
2
Bringing technology to market: trends, cases, solutions
1
Business horizons
1
Handbook of global supply chain management
1
Journal of marketing research : JMR
1
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ECONIS (ZBW)
21
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21
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1
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:
2
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:
3
Examining the research on social media in business-to-business marketing with a focus on sales and the selling process
Kumar, Bipul
;
Sharma, Arun
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 122-140
Persistent link: https://www.econbiz.de/10013259033
Saved in:
4
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
5
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
6
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
7
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
8
Special issue on sales and customer development
Sharma, Arun
(
ed.
);
Syam, Niladri
(
ed.
)
-
2018
Persistent link: https://www.econbiz.de/10011822256
Saved in:
9
Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri
;
Sharma, Arun
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
Saved in:
10
Aligning sales and operations management : an agenda for inquiry
Rangarajan, Devarajan
;
Sharma, Arun
;
Paesbrugghe, Bert
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 220-240
Persistent link: https://www.econbiz.de/10011917844
Saved in:
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