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subject:"Verkaufspersonal"
~person:"Hughes, Douglas E."
~person:"Zoltners, Andris A."
~subject:"Firm performance"
~subject:"Selling"
~subject:"Success factor"
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Verkaufspersonal
Firm performance
Selling
Success factor
Verkauf
22
Salespeople
15
Erfolgsfaktor
7
Leistungsmotivation
4
Work motivation
4
Digitalisierung
3
Digitization
3
Intrinsic motivation
3
Motivation
3
Personal selling
3
Physical distribution
3
Vertrieb
3
B-to-B-Marketing
2
Beziehungsmarketing
2
Bibliometrics
2
Bibliometrie
2
Business-to-business marketing
2
Customer value
2
Führungsstil
2
Internet marketing
2
Kundenwert
2
Leadership style
2
Leistungsanreiz
2
Lieferantenmanagement
2
Marketing
2
Marketing management
2
Marketingmanagement
2
Online-Marketing
2
Performance incentive
2
Relationship marketing
2
Sales
2
Supplier relationship management
2
USA
2
United States
2
sales analytics
2
sales force digitalization
2
Absatz
1
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Undetermined
13
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1
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Article
20
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2
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Article in journal
15
Aufsatz in Zeitschrift
15
Aufsatz im Buch
5
Book section
5
Collection of articles of several authors
1
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1
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1
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Language
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English
22
Author
All
Hughes, Douglas E.
Zoltners, Andris A.
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Habel, Johannes
13
Lane, Nikala
13
Schiffman, Stephan
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rapp, Adam
12
Sharma, Arun
12
Terho, Harri
12
Panagopoulos, Nikolaos G.
11
Rangarajan, Deva
11
Albers, Sönke
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Tanner, John F.
10
Belz, Christian
9
Bolander, Willy
9
Cron, William L.
9
Futrell, Charles M.
9
Haas, Alexander
9
Ingram, Thomas N.
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Bulow, Jeremy
8
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Published in...
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The journal of personal selling & sales management : JPSSM
5
Journal of personal selling & sales management
4
Journal of the Academy of Marketing Science
3
Kellogg on marketing
3
HBR's 10 must reads series
1
Handbook of business-to-business marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of service research
1
Marketing letters : a journal of research in marketing
1
The Oxford handbook of strategic sales and sales management
1
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ECONIS (ZBW)
22
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1
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10
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22
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1
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:
2
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:
3
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
4
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
5
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
6
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
7
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
8
Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
Saved in:
9
When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.
;
Petersen, J. Andrew
;
Hughes, Douglas E.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
Saved in:
10
When sales becomes service : the evolution of the professional selling role and an organic model of frontline ambidexterity
Hughes, Douglas E.
;
Ogilvie, Jessica L.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 22-32
Persistent link: https://www.econbiz.de/10012183577
Saved in:
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