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subject:"Verkaufspersonal"
~person:"Good, Valerie"
~person:"Schmitz, Christian"
~subject:"Deutschland"
~subject:"Sales management"
~subject:"Sales"
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Verkaufspersonal
Deutschland
Sales management
Sales
Selling
20
Verkauf
20
Salespeople
17
B-to-B-Marketing
7
Beziehungsmarketing
7
Business-to-business marketing
7
Relationship marketing
7
Personal selling
6
sales management
5
Motivation
4
Intrinsic motivation
3
Leistungsmotivation
3
Lieferantenmanagement
3
Supplier relationship management
3
Work motivation
3
business-to-business marketing
3
Complexity management
2
Digitalisierung
2
Digitization
2
Forecast
2
Forecasting model
2
Incentives
2
Innovation
2
Komplexitätsmanagement
2
Leadership
2
Leistungsanreiz
2
Performance incentive
2
Personality psychology
2
Persönlichkeitspsychologie
2
Prognose
2
Prognoseverfahren
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personal selling
2
Absatz
1
Anreiz
1
Auction theory
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Auktionstheorie
1
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17
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Good, Valerie
Schmitz, Christian
Ahearne, Michael
17
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
13
Rangarajan, Deva
11
Rapp, Adam
11
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Marshall, Greg W.
10
Bush, Alan J.
9
Lee, Nick
9
Plouffe, Christopher R.
9
Svensson, Göran
9
Terho, Harri
9
Bolander, Willy
8
Cron, William L.
8
Haas, Alexander
8
Homburg, Christian
8
Moncrief, William C.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
DeCarlo, Thomas E.
7
Hochstein, Bryan
7
Panagopoulos, Nikolaos G.
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
Syam, Niladri
6
Berman, Nicolas
5
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Journal of personal selling & sales management : JPSSM
4
Journal of marketing
3
Journal of the Academy of Marketing Science
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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
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ECONIS (ZBW)
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
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
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:
6
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:
7
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:
8
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:
9
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
10
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 : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
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