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subject:"Verkaufspersonal"
~person:"Good, Valerie"
~person:"Johnson, Jeff S."
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"Sales management"
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Verkaufspersonal
Deutschland
Sales management
Selling
36
Verkauf
36
Salespeople
31
B-to-B-Marketing
12
Business-to-business marketing
12
Beziehungsmarketing
11
Relationship marketing
11
sales management
9
Lieferantenmanagement
6
Personal selling
6
Supplier relationship management
6
Motivation
4
Theorie
4
Theory
4
salesperson
4
Bibliometrics
3
Bibliometrie
3
Intrinsic motivation
3
Leistungsmotivation
3
Sales
3
Work motivation
3
business-to-business marketing
3
sales and sales management
3
Absatz
2
Arbeitszufriedenheit
2
Complexity management
2
Confidence
2
Consumer behaviour
2
Dienstleistungssektor
2
Digitalisierung
2
Digitization
2
Firm performance
2
Forecast
2
Forecasting model
2
Incentives
2
Innovation
2
Job satisfaction
2
Komplexitätsmanagement
2
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Undetermined
22
Free
2
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Article
31
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31
Aufsatz in Zeitschrift
31
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English
31
Author
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Good, Valerie
Johnson, Jeff S.
Schmitz, Christian
Ahearne, Michael
17
Agnihotri, Raj
15
Alavi, Sascha
14
Habel, Johannes
13
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
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The journal of personal selling & sales management : JPSSM
9
Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of personal selling & sales management : JPSSM
4
Journal of marketing
3
Journal of the Academy of Marketing Science
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
European journal of marketing
1
Journal of business research : JBR
1
Marketing letters : a journal of research in marketing
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
31
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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
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:
5
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
6
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
7
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
8
The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.
;
Malshe, Avinash
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
Saved in:
9
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:
10
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
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