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type_genre:"Article in journal"
~person:"Alavi, Sascha"
~subject:"Beziehungsmarketing"
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Beziehungsmarketing
Salespeople
19
Verkaufspersonal
19
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14
Verkauf
14
Relationship marketing
8
Personal selling
5
B-to-B-Marketing
4
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3
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personal selling
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Verkaufsförderung
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adaptive selling
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inspirational appeals
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Article in journal
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Alavi, Sascha
Agnihotri, Raj
14
Itani, Omar S.
12
Schwepker, Charles H. <Jr.>
10
Wieseke, Jan
10
Chaker, Nawar N.
9
Rapp, Adam
8
Rodriguez, Michael
7
Schmitz, Christian
7
Singh, Ramendra
7
Zablah, Alex R.
7
Bush, Alan J.
6
Habel, Johannes
6
Moncrief, William C.
6
Terho, Harri
6
Guenzi, Paolo
5
Homburg, Christian
5
Jaramillo, Fernando
5
Lam, Son K.
5
Pullins, Ellen
5
Udayana, Ida Bagus Nyoman
5
Ahearne, Michael
4
Bolander, Willy
4
Brown, Tom
4
Friend, Scott B.
4
Good, Megan C.
4
Haas, Alexander
4
Hochstein, Bryan
4
Hughes, Douglas E.
4
Iyer, Rajesh
4
Johlke, Mark C.
4
Jones, Eli
4
Kalra, Ashish
4
Palmatier, Robert W.
4
Svensson, Göran
4
Tanner, John F.
4
Zang, Zhimei
4
Ardyan, Elia
3
Babakus, Emin
3
Babin, Barry J.
3
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Journal of personal selling & sales management
2
Journal of the Academy of Marketing Science
2
Journal of business research : JBR
1
Journal of marketing
1
Journal of retailing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
8
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1
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:
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
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
4
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
5
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
6
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:
7
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
8
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:
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