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subject:"Verkaufspersonal"
~person:"Kraus, Florian"
~subject:"Beziehungsmarketing"
~subject:"Consumer behaviour"
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Verkaufspersonal
Beziehungsmarketing
Consumer behaviour
Selling
7
Verkauf
7
Salespeople
6
Customer satisfaction
3
Employee retention
3
Kundenzufriedenheit
3
Mitarbeiterbindung
3
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2
Außendienst
2
B-to-B-Marketing
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Business-to-business marketing
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Field sales force
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Organizational identification
2
Sales performance
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2
dispersed sales teams
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Arbeitsleistung
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Betriebswirtschaftliches Ziel
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Competition
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Direct marketing
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Direct selling
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Direktmarketing
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Direktvertrieb
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Erfolgsfaktor
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Interpersonal identification
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Job performance
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Konsumentenverhalten
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Leadership style
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Leadership styles
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Market research
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Marktforschung
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Kraus, Florian
Agnihotri, Raj
18
Ahearne, Michael
17
Johnson, Jeff S.
15
Marshall, Greg W.
15
Alavi, Sascha
14
Habel, Johannes
13
Rangarajan, Deva
12
Friend, Scott B.
11
Rapp, Adam
11
Schmitz, Christian
11
Wieseke, Jan
11
Bush, Alan J.
10
Guenzi, Paolo
10
Hughes, Douglas E.
10
Johnston, Mark W.
10
Svensson, Göran
10
Terho, Harri
10
Homburg, Christian
9
Lee, Nick
9
Bolander, Willy
8
Haas, Alexander
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Sharma, Arun
8
Hochstein, Bryan
7
Jaramillo, Fernando
7
Moncrief, William C.
7
Peltier, James
7
Syam, Niladri
7
Bonney, Leff
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Futrell, Charles M.
6
Good, Valerie
6
Høgevold, Nils M.
6
Itani, Omar S.
6
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Journal of marketing
2
Journal of marketing research
1
Journal of retailing
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Journal of the Academy of Marketing Science
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ECONIS (ZBW)
6
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1
Contemporary challenges in direct selling
Şahin, Ebru
-
2019
Persistent link: https://www.econbiz.de/10012109967
Saved in:
2
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
3
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
4
Intrafunctional competitive intelligence and sales performance : a social network perspective
Ahearne, Michael
;
Lam, Son K.
;
Hayati, Babak
;
Kraus, Florian
- In:
Journal of marketing
77
(
2013
)
5
,
pp. 37-56
Persistent link: https://www.econbiz.de/10009793102
Saved in:
5
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
6
Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
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