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~accessRights:"restricted"
~isPartOf:"Applied Marketing Science / Angewandte Marketingforschung"
~isPartOf:"Journal of marketing theory and practice : JMTP"
~isPartOf:"Journal of personal selling & sales management"
~subject:"Business-to-business marketing"
~subject:"Leadership style"
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Business-to-business marketing
Leadership style
Salespeople
86
Verkaufspersonal
86
Selling
45
Verkauf
45
Beziehungsmarketing
19
Relationship marketing
19
sales performance
14
Lieferantenmanagement
12
Supplier relationship management
12
Digitalisierung
10
Digitization
10
B-to-B-Marketing
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Consumer behaviour
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United States
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sales management
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Customer satisfaction
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Job satisfaction
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salespeople
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Artificial intelligence
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Cron, William L.
2
Alavi, Sascha
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Anaza, Nwamaka
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Badrinarayanan, Vishag
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Baldauf, Artur
1
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Bolander, Willy
1
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1
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1
Gelb, Betsy D.
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1
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1
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1
Hautamäki, Pia
1
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1
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1
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1
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1
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1
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1
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Schwepker, Charles H. <Jr.>
1
Sharma, Arun
1
Shastri, Arun
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Applied Marketing Science / Angewandte Marketingforschung
Journal of marketing theory and practice : JMTP
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
40
Journal of business research : JBR
22
The journal of business & industrial marketing
19
Journal of business-to-business marketing
13
Journal of the Academy of Marketing Science
8
Journal of marketing
6
The journal of personal selling & sales management : JPSSM
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
Journal of retailing and consumer services
3
SpringerLink / Bücher
3
Asia Pacific journal of marketing and logistics
2
Business Guides on the Go
2
Business horizons
2
European journal of marketing
2
International journal of logistics : research and applications
2
Journal of service theory and practice
2
The Oxford handbook of strategic sales and sales management
2
Tourism management : research, policies, practice
2
Academia : revista Latinoamericana de administración
1
Advances in business strategy and competitive advantage (ABSCA) book series
1
Australasian marketing journal
1
Beiträge zur empirischen Marketing- und Vertriebsforschung
1
Brand the Future : systematische Markenentwicklung im B2B
1
Business and Economic Research : BER
1
EuroMed journal of business
1
European business review
1
Human performance
1
Human relations : towards the integration of the social sciences
1
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
International journal of Indian culture and business management : IJICBM
1
International journal of business environment : IJBE
1
International journal of business excellence
1
International journal of contemporary hospitality management
1
International journal of entrepreneurship and small business : IJESB
1
International journal of procurement management
1
International journal of services and operations management
1
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ECONIS (ZBW)
14
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1
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
2
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
3
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
4
Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 200-217
Persistent link: https://www.econbiz.de/10012623646
Saved in:
5
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla
;
Yrjölä, Mika
;
Hautamäki, Pia
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Saved in:
6
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:
7
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:
8
The pull-to-stay effect : influence of sales managers' leadership worthiness on salesperson turnover intentions
Badrinarayanan, Vishag
;
Gupta, Aditya
;
Chaker, Nawar N.
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 39-55
Persistent link: https://www.econbiz.de/10012483628
Saved in:
9
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
10
Confronting the customer-engagement paradox in sales leader succession
Lemken, Russell K.
;
Rowe, William J.
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
3
,
pp. 286-300
Persistent link: https://www.econbiz.de/10012483466
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