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subject:"Verkaufspersonal"
~person:"Cummins, Shannon"
~person:"Schmitz, Christian"
~subject:"Career development"
~subject:"Physical distribution"
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Verkaufspersonal
Career development
Physical distribution
Selling
20
Verkauf
20
Salespeople
17
Beziehungsmarketing
7
Relationship marketing
7
B-to-B-Marketing
6
Business-to-business marketing
6
sales management
5
Absatz
3
Marketing management
3
Marketingmanagement
3
Sales
3
Vertrieb
3
business-to-business marketing
3
Complexity management
2
Forecast
2
Forecasting model
2
Incentives
2
Karriereplanung
2
Komplexitätsmanagement
2
Lieferantenmanagement
2
Marketing
2
Personal selling
2
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Prognoseverfahren
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Sales management
2
Students
2
Studierende
2
Supplier relationship management
2
intent to pursue sales
2
personal selling
2
sales education
2
Anreiz
1
Auction theory
1
Auktionstheorie
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1
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15
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17
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Cummins, Shannon
Schmitz, Christian
Agnihotri, Raj
16
Ahearne, Michael
16
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
10
Rapp, Adam
10
Bolander, Willy
9
Bush, Alan J.
9
Marshall, Greg W.
9
Plouffe, Christopher R.
9
Cron, William L.
8
Moncrief, William C.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
DeCarlo, Thomas E.
7
Evans, Kenneth R.
7
Panagopoulos, Nikolaos G.
7
Peltier, James
7
Sharma, Arun
7
Zoltners, Andris A.
7
Dugan, Riley
6
Good, Valerie
6
Haas, Alexander
6
Hochstein, Bryan
6
Homburg, Christian
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kadic-Maglajlic, Selma
6
Kraus, Florian
6
Lorimer, Sally E.
6
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Journal of marketing
3
Journal of personal selling & sales management
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of Research in Interactive Marketing
1
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
1
Journal of marketing education : JME
1
Journal of the Academy of Marketing Science
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)
17
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1
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17
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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
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:
4
So, you want to start a sales center? : an organizational learning approach to sales center formation and growth
Rippé, Cindy B.
;
Cummins, Shannon
;
DeGeorge, Olivia J.
- In:
Journal of global scholars of marketing science : …
33
(
2023
)
3
,
pp. 402-428
Persistent link: https://www.econbiz.de/10014319618
Saved in:
5
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:
6
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:
7
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
Saved in:
8
Understanding students' decision-making process when considering a sales career : a comparison of models pre- and post-exposure to sales professionals in the classroom
Cummins, Shannon
;
Peltier, James
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 1-16
Persistent link: https://www.econbiz.de/10012483625
Saved in:
9
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
10
Do salespeople matter in competitive tenders?
Dax, Maximilian
;
Tyssen, Eva Katharina
;
Schmitz, Christian
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
Saved in:
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