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~accessRights:"restricted"
~person:"Schmitz, Christian"
~subject:"Relationship marketing"
~subject:"Salespeople"
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Relationship marketing
Salespeople
Verkaufspersonal
8
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7
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4
Beziehungsmarketing
4
Business-to-business marketing
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Lieferantenmanagement
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business-to-business marketing
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personal selling
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sales management
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Consumer behaviour
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Digitalisierung
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Extra-role encouragement
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Schmitz, Christian
Agnihotri, Raj
27
Bolander, Willy
19
Chaker, Nawar N.
19
Itani, Omar S.
17
Rangarajan, Deva
17
Alavi, Sascha
14
Hochstein, Bryan
14
Johnson, Jeff S.
14
Friend, Scott B.
13
Dugan, Riley
12
Habel, Johannes
12
Schwepker, Charles H. <Jr.>
12
Hartmann, Nathaniel N.
11
Hughes, Douglas E.
11
Plouffe, Christopher R.
11
Rapp, Adam
11
Pullins, Ellen
10
Rouziou, Maria
10
Vieira, Valter Afonso
10
Evans, Kenneth R.
9
Guenzi, Paolo
9
Rutherford, Brian N.
9
Zablah, Alex R.
9
Ahearne, Michael
8
Good, Valerie
8
Jaramillo, Fernando
8
Lam, Son K.
8
Lussier, Bruno
8
Matthews, Lucy M.
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Wieseke, Jan
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Charoensukmongkol, Peerayuth
7
Claro, Danny Pimentel
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Edmondson, Diane R.
7
Good, Megan C.
7
Kalra, Ashish
7
Panagopoulos, Nikolaos G.
7
Rippé, Cindy B.
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Journal of personal selling & sales management : JPSSM
3
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
2
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
3
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
4
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 : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
5
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 : JPSSM
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
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
Do salespeople matter in competitive tenders?
Dax, Maximilian
;
Tyssen, Eva Katharina
;
Schmitz, Christian
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
4
,
pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
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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