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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Hochstein, Bryan"
~type_genre:"Thesis"
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Salespeople
4
Verkaufspersonal
4
Sales
2
Selling
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Verkauf
2
Absatz
1
Anlageverhalten
1
Behavioral economics
1
Behavioural finance
1
Beschaffung
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Beziehungsmarketing
1
Buyer information sourcing
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Confidence
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Consultancy services
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Consumer behaviour
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Customer education
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Customer learning
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Decision
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Decision-making
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Early-stage decision making
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Entscheidung
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Ethics
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Ethik
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Incumbent salespeople
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JD-R theory
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Knowledge broker
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Knowledge management
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Knowledge transfer
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Konsumentenverhalten
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Morale
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Optimism
1
Organisatorischer Wandel
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Organizational buying process
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Organizational change
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Personality psychology
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Persönlichkeitspsychologie
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Hochstein, Bryan
Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Panagopoulos, Nikolaos G.
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Johnson, Jeff S.
5
Nowlin, Edward L.
5
Sharma, Arun
5
Terho, Harri
5
Bonney, Leff
4
Flaherty, Karen E.
4
Guenzi, Paolo
4
Itani, Omar S.
4
Ulaga, Wolfgang
4
Anaza, Nwamaka A.
3
Bande, Belén
3
Beeler, Lisa L.
3
Bush, Alan J.
3
Dingus, Rebecca
3
Fernández-Ferrín, Pilar
3
Friend, Scott B.
3
Haas, Alexander
3
Hochstein, Bryan W.
3
Krush, Michael T.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Syam, Niladri
3
Bagozzi, Richard P.
2
Barclay, Donald W.
2
Borgh, Michel van der
2
Cardinali, Silvio
2
Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Dubinsky, Alan J.
2
Eggert, Andreas
2
Epler, Rhett T.
2
Gilliam, David A.
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
3
Journal of personal selling & sales management : JPSSM
3
European journal of marketing
1
Journal of marketing
1
Journal of the Academy of Marketing Science
1
The journal of business & industrial marketing
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ECONIS (ZBW)
4
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The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
2
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
3
Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff
;
Hochstein, Bryan
;
Christenson, Brett
; …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
Saved in:
4
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
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