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subject:"Verkaufspersonal"
~person:"Dingus, Rebecca"
~person:"Evans, Kenneth R."
~person:"Moncrief, William C."
~person:"Wieseke, Jan"
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Verkaufspersonal
Selling
37
Verkauf
37
Salespeople
29
Beziehungsmarketing
13
Relationship marketing
13
B-to-B-Marketing
9
Business-to-business marketing
9
Sales performance
7
Social Web
6
Social web
6
Consumer behaviour
5
Customer satisfaction
5
Konsumentenverhalten
5
Kundenzufriedenheit
5
Personal selling
5
Sales
5
Forecast
4
Forecasting model
4
Prognose
4
Prognoseverfahren
4
Social media
4
Absatz
3
Arbeitsleistung
3
Employee retention
3
Job performance
3
Lieferantenmanagement
3
Mitarbeiterbindung
3
Sales management
3
Supplier relationship management
3
USA
3
United States
3
Adaptive selling
2
Arbeitsverhalten
2
Artificial intelligence
2
Außendienst
2
B2B
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Dienstleistungsqualität
2
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16
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Article
29
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29
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29
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English
29
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Dingus, Rebecca
Evans, Kenneth R.
Moncrief, William C.
Wieseke, Jan
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
Rangarajan, Deva
11
Schmitz, Christian
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Bush, Alan J.
9
Lee, Nick
9
Marshall, Greg W.
9
Rapp, Adam
9
Bolander, Willy
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Peltier, James
7
Sharma, Arun
7
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Good, Valerie
6
Haas, Alexander
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
DeCarlo, Thomas E.
5
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Industrial marketing management : the international journal for industrial and high-tech firms
7
The journal of personal selling & sales management : JPSSM
7
Journal of the Academy of Marketing Science
4
Business horizons
2
Journal of business research : JBR
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of marketing analytics : JMA
1
Journal of personal selling & sales management
1
Journal of retailing
1
Journal of service research : JSR
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
29
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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
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:
3
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
4
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
5
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:
6
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:
7
Who do I look at? : mutual gaze in triadic sales encounters
Arndt, Aaron D.
;
Khoshghadam, Leila
;
Evans, Kenneth R.
- In:
Journal of business research : JBR
111
(
2020
),
pp. 91-101
Persistent link: https://www.econbiz.de/10012237782
Saved in:
8
An exploration of sales forecasting : sales manager and salesperson perspectives
Hoyle, Jeffrey A.
;
Dingus, Rebecca
;
Wilson, J. Holton
- In:
Journal of marketing analytics : JMA
8
(
2020
)
3
,
pp. 127-136
Persistent link: https://www.econbiz.de/10012296868
Saved in:
9
Women count : perceptions of forecasting in sales
Wilson, J. Holton
;
Dingus, Rebecca
;
Hoyle, Jeffrey
- In:
Business horizons
63
(
2020
)
5
,
pp. 637-646
Persistent link: https://www.econbiz.de/10012301447
Saved in:
10
Perspectives on international collaboration in sales research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
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