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subject:"Verkaufspersonal"
~person:"Schmitz, Christian"
~subject:"B-to-B-Marketing"
~subject:"Deutschland"
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Verkaufspersonal
B-to-B-Marketing
Deutschland
Selling
14
Verkauf
14
Salespeople
11
Business-to-business marketing
6
Beziehungsmarketing
5
Relationship marketing
5
sales management
5
business-to-business marketing
3
Complexity management
2
Forecast
2
Forecasting model
2
Incentives
2
Komplexitätsmanagement
2
Lieferantenmanagement
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Sales management
2
Supplier relationship management
2
personal selling
2
Absatz
1
Anreiz
1
Auction theory
1
Auktionstheorie
1
Ausschreibung
1
Beschaffung
1
Betriebliche Wertschöpfung
1
Bundling strategy
1
Business model
1
Business services
1
Competition
1
Competitive tendering
1
Complex systems
1
Confidence
1
Consumer behaviour
1
Customer orientation
1
Dienstleistungssektor
1
Digitalisierung
1
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Article
11
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11
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11
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English
11
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Schmitz, Christian
Agnihotri, Raj
16
Ahearne, Michael
16
Johnson, Jeff S.
15
Alavi, Sascha
14
Habel, Johannes
12
Svensson, Göran
12
Terho, Harri
12
Friend, Scott B.
11
Wieseke, Jan
11
Guenzi, Paolo
10
Hughes, Douglas E.
10
Marshall, Greg W.
10
Rangarajan, Deva
10
Bush, Alan J.
9
Lee, Nick
9
Pullins, Ellen
9
Rapp, Adam
9
Sharma, Arun
9
Bolander, Willy
8
Haas, Alexander
8
Homburg, Christian
8
Plouffe, Christopher R.
8
Rodríguez, Rocío
8
Kraus, Florian
7
Moncrief, William C.
7
Peltier, James
7
Adamson, Brent
6
Albers, Sönke
6
Bonney, Leff
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Hochstein, Bryan
6
Høgevold, Nils M.
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Keränen, Joona
6
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Published in...
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Journal of marketing
3
Journal of personal selling & sales management
2
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of the Academy of Marketing Science
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)
11
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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
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:
9
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:
10
Managing customer and organizational complexity in sales organizations
Schmitz, Christian
;
Ganesan, Shankar
- In:
Journal of marketing
78
(
2014
)
6
,
pp. 59-77
Persistent link: https://www.econbiz.de/10010463457
Saved in:
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