//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
subject:"Verkaufspersonal"
~person:"Wieseke, Jan"
~person:"Zoltners, Andris A."
~subject:"Firm performance"
~subject:"Selling"
~subject:"Success factor"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Selling"
Narrow search
Delete all filters
| 6 applied filters
Year of publication
From:
To:
Subject
All
Verkaufspersonal
Firm performance
Selling
Success factor
Verkauf
24
Salespeople
16
Erfolgsfaktor
8
Beziehungsmarketing
6
Relationship marketing
6
B-to-B-Marketing
4
Business-to-business marketing
4
Außendienst
3
Digitalisierung
3
Digitization
3
Employee retention
3
Field sales force
3
Führungsstil
3
Leadership style
3
Mitarbeiterbindung
3
Physical distribution
3
Sales performance
3
Vertrieb
3
Consumer behaviour
2
Customer satisfaction
2
Dienstleistungssektor
2
Forecast
2
Forecasting model
2
Internet marketing
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leistungsanreiz
2
Marketing management
2
Marketingmanagement
2
Online-Marketing
2
Organizational identification
2
Performance incentive
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
Transaction costs
2
more ...
less ...
Online availability
All
Undetermined
10
Free
2
Type of publication
All
Article
23
Book / Working Paper
1
Type of publication (narrower categories)
All
Article in journal
18
Aufsatz in Zeitschrift
18
Aufsatz im Buch
5
Book section
5
Collection of articles of several authors
1
Interview
1
Sammelwerk
1
more ...
less ...
Language
All
English
24
Author
All
Wieseke, Jan
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
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
Hughes, Douglas E.
11
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
more ...
less ...
Published in...
All
Journal of personal selling & sales management
5
Journal of the Academy of Marketing Science
3
Kellogg on marketing
3
The journal of personal selling & sales management : JPSSM
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
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of retailing
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
The Oxford handbook of strategic sales and sales management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
more ...
less ...
Source
All
ECONIS (ZBW)
24
Showing
1
-
10
of
24
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
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
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
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:
5
Development and analysis of a sales-based leading indicator for economic developments
Schmitz, Christian
;
Schneider, Janina-Vanessa
;
Guba, …
- In:
Marketing : ZFP ; journal of research and management
43
(
2021
)
1/2
,
pp. 54-66
Persistent link: https://www.econbiz.de/10012600963
Saved in:
6
When do forecasts fail and when not? : contingencies affecting the accuracy of sales managers' forecast regarding the future business situation
Schneider, Janina-Vanessa
;
Alavi, Sascha
;
Guba, Jan Helge
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
Saved in:
7
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:
8
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:
9
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:
10
Perspectives on international collaboration in sales research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
1
2
3
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->