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subject:"Verkaufspersonal"
~person:"Haas, Alexander"
~person:"Schmitz, Christian"
~subject:"Deutschland"
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Verkaufspersonal
Deutschland
Selling
23
Verkauf
23
Salespeople
17
Beziehungsmarketing
8
Relationship marketing
8
B-to-B-Marketing
7
Business-to-business marketing
7
sales management
5
Lieferantenmanagement
3
Personal selling
3
Supplier relationship management
3
business-to-business marketing
3
Anforderungsprofil
2
Arbeitsleistung
2
Betriebliche Wertschöpfung
2
Complexity management
2
Consumer behaviour
2
Customer orientation
2
Customer value
2
Forecast
2
Forecasting model
2
Germany
2
Incentives
2
Job performance
2
Komplexitätsmanagement
2
Konsumentenverhalten
2
Kundenwert
2
Marketing management
2
Marketingmanagement
2
New product development
2
Occupational profile
2
Produktentwicklung
2
Prognose
2
Prognoseverfahren
2
Sales
2
Sales management
2
Theorie
2
Theory
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9
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3
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17
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16
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16
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1
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1
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English
17
German
2
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Haas, Alexander
Schmitz, Christian
Ahearne, Michael
16
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
Wieseke, Jan
11
Friend, Scott B.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Rangarajan, Deva
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
Homburg, Christian
7
Moncrief, William C.
7
Peltier, James
7
Sharma, Arun
7
Albers, Sönke
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
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
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of marketing
3
Journal of personal selling & sales management
3
The journal of personal selling & sales management : JPSSM
2
Dienstleistungsmarketing : Impulse für Forschung und Management ; [Workshop Dienstleistungsmarketing im November 2003]
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of retailing
1
Journal of the Academy of Marketing Science
1
Kohlhammer Edition Marketing
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
19
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1
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10
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19
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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
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:
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
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:
7
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:
8
Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling
Böhm, Eva
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, Wolfgang
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
Saved in:
9
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:
10
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
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