//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
subject:"Verkaufspersonal"
~person:"Good, Valerie"
~person:"Habel, Johannes"
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"Sales management"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Selling"
Narrow search
Delete all filters
| 6 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Deutschland
Sales management
Selling
30
Verkauf
30
Salespeople
26
Personal selling
10
Beziehungsmarketing
9
Relationship marketing
9
B-to-B-Marketing
8
Business-to-business marketing
8
sales management
7
Digitalisierung
4
Digitization
4
Lieferantenmanagement
4
Motivation
4
Sales
4
Supplier relationship management
4
Artificial intelligence
3
Forecasting model
3
Intrinsic motivation
3
Künstliche Intelligenz
3
Leadership
3
Leistungsmotivation
3
Prognoseverfahren
3
Work motivation
3
business-to-business marketing
3
personal selling
3
Complexity management
2
Consumer behaviour
2
Distribution channel
2
E-commerce
2
Einzelhandel
2
Electronic Commerce
2
Forecast
2
Führungsstil
2
Incentives
2
Innovation
2
Internet marketing
2
Komplexitätsmanagement
2
Konsumentenverhalten
2
more ...
less ...
Online availability
All
Undetermined
20
Free
4
Type of publication
All
Article
26
Type of publication (narrower categories)
All
Article in journal
26
Aufsatz in Zeitschrift
26
Language
All
English
26
Author
All
Good, Valerie
Habel, Johannes
Schmitz, Christian
Ahearne, Michael
17
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Rangarajan, Deva
11
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Marshall, Greg W.
10
Rapp, Adam
10
Bush, Alan J.
9
Lee, Nick
9
Bolander, Willy
8
Cron, William L.
8
Haas, Alexander
8
Moncrief, William C.
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
DeCarlo, Thomas E.
7
Hochstein, Bryan
7
Homburg, Christian
7
Peltier, James
7
Sharma, Arun
7
Albers, Sönke
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
more ...
less ...
Published in...
All
Journal of personal selling & sales management : JPSSM
7
Journal of the Academy of Marketing Science
6
Journal of marketing
3
Industrial marketing management : the international journal for industrial and high-tech firms
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 research : JBR
1
Marketing letters : a journal of research in marketing
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
more ...
less ...
Source
All
ECONIS (ZBW)
26
Showing
1
-
10
of
26
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
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
Research on sales and ethics : mapping the past and charting the future
Hartmann, Nathaniel N.
;
Wieland, Heiko
;
Gustafson, Brandon
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 653-671
Persistent link: https://www.econbiz.de/10015047926
Saved in:
5
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:
6
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
7
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:
8
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
9
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 : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
10
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:
1
2
3
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->