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type_genre:"Article in journal"
~person:"Kraus, Florian"
~person:"Lam, Son K."
~subject:"Business-to-business marketing"
~subject:"Sales promotion"
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Kraus, Florian
Lam, Son K.
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
4
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:
5
The future of sales training : challenges and related research questions
Lassk, Felicia G.
;
Ingram, Thomas N.
;
Kraus, Florian
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 141-154
Persistent link: https://www.econbiz.de/10009505508
Saved in:
6
Should firms encourage salespeople to promote house brands in customer interaction? : an empirical investigation of financial outcomes and customer response
Kraus, Florian
;
Rajab, Thomas
;
Wieseke, Jan
- In:
Schmalenbach business review : sbr
64
(
2012
)
4
,
pp. 331-363
Persistent link: https://www.econbiz.de/10009629763
Saved in:
7
The role of consensus in sales team performance
Ahearne, Michael
;
MacKenzie, Scott B.
;
Podsakoff, Philip M.
- In:
Journal of marketing research : JMR
47
(
2010
)
3
,
pp. 458-469
Persistent link: https://www.econbiz.de/10003983725
Saved in:
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