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type_genre:"Article in journal"
~person:"Schmitz, Christian"
~subject:"Beziehungsmarketing"
~subject:"Job performance"
~type_genre:"Übersichtsarbeit"
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Beziehungsmarketing
Job performance
Salespeople
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B-to-B-Marketing
8
Business-to-business marketing
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personal selling
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Absatz
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Auction theory
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Schmitz, Christian
Agnihotri, Raj
19
Itani, Omar S.
12
Rapp, Adam
11
Schwepker, Charles H. <Jr.>
11
Wieseke, Jan
11
Chaker, Nawar N.
10
Zablah, Alex R.
9
Alavi, Sascha
8
Bolander, Willy
8
Jaramillo, Fernando
8
Mulki, Jay P.
8
Bush, Alan J.
7
Rodriguez, Michael
7
Singh, Ramendra
7
Evans, Kenneth R.
6
Habel, Johannes
6
Hughes, Douglas E.
6
Jones, Eli
6
Lam, Son K.
6
Moncrief, William C.
6
Svensson, Göran
6
Terho, Harri
6
Ahearne, Michael
5
DeCarlo, Thomas E.
5
Friend, Scott B.
5
Gabler, Colin B.
5
Guenzi, Paolo
5
Haas, Alexander
5
Homburg, Christian
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Kalra, Ashish
5
Lussier, Bruno
5
Ogilvie, Jessica
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Rutherford, Brian N.
5
Udayana, Ida Bagus Nyoman
5
Vieira, Valter Afonso
5
Bachrach, Daniel G.
4
Beeler, Lisa
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Journal of marketing
2
Journal of personal selling & sales management
2
Journal of the Academy of Marketing Science
2
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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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
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:
3
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:
4
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:
5
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:
6
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:
7
Group influences of selling teams on industrial salespeople's cross-selling behavior
Schmitz, Christian
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 55-72
Persistent link: https://www.econbiz.de/10009719769
Saved in:
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