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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Journal of personal selling & sales management"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~language:"eng"
~person:"Moncrief, William C."
~person:"Rapp, Adam"
~subject:"Beziehungsmarketing"
~type_genre:"Article in journal"
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Beziehungsmarketing
Selling
17
Verkauf
17
Salespeople
16
Verkaufspersonal
16
Relationship marketing
10
B-to-B-Marketing
5
Business-to-business marketing
5
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2
Customer organizational citizenship behavior
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Customer prosocial behavior
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Environmental management
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IT-gestütztes Marketing
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Leistungsmotivation
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Marketing
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Performance measurement
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Performance-Messung
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Personal selling
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Sales
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English
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Moncrief, William C.
Rapp, Adam
Agnihotri, Raj
10
Naudé, Peter
8
Terho, Harri
8
La Rocca, Antonella
7
Chaker, Nawar N.
6
Eggert, Andreas
6
Friend, Scott B.
6
Pullins, Ellen
6
Snehota, Ivan
6
Casidy, Riza
5
Frow, Pennie
5
Lacoste, Sylvie
5
Payne, Adrian
5
Sharma, Arun
5
Aarikka-Stenroos, Leena
4
Andersen, Poul Houman
4
Bush, Alan J.
4
Ewing, Michael
4
Henneberg, Stephan
4
Itani, Omar S.
4
Jaakkola, Elina
4
Johnson, Jeff S.
4
Keränen, Joona
4
Mangus, Stephanie M.
4
Nyadzayo, Munyaradzi W.
4
Prior, Daniel D.
4
Ritter, Thomas
4
Ruyter, Ko de
4
Wang, Danny T.
4
Wang, Xinchun
4
Alavi, Sascha
3
Beeler, Lisa
3
Beeler, Lisa L.
3
Biggemann, Sergio
3
Brown, Gene
3
Cadeaux, Jack
3
Chakrabarty, Subhra
3
Cui, Annie Peng
3
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of personal selling & sales management
The journal of personal selling & sales management : JPSSM
Journal of the Academy of Marketing Science
4
Journal of business research : JBR
3
Business horizons
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
The marketing review
1
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ECONIS (ZBW)
10
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10
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1
Blinded by the brand : inauthentic salesperson brand attachment and its influence on customer purchase intentions
Beeler, Lisa
;
Zablah, Alex R.
;
Rapp, Adam
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 268-284
Persistent link: https://www.econbiz.de/10012623653
Saved in:
2
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
3
Social media technology use and salesperson performance : a two study examination of the role of salesperson behaviors, characteristics, and training
Ogilvie, Jessica
;
Agnihotri, Raj
;
Rapp, Adam
;
Trainor, Kevin
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 55-65
Persistent link: https://www.econbiz.de/10011963372
Saved in:
4
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
Saved in:
5
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
Saved in:
6
Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam
;
Bachrach, Daniel G.
;
Panagopoulos, Nikolaos
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
4
,
pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
Saved in:
7
Improving professional selling effectiveness through the alignment of buyer and seller exchange approaches
Autry, Chad W.
;
Williams, Michael R.
;
Moncrief, William C.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 165-184
Persistent link: https://www.econbiz.de/10009745302
Saved in:
8
Making sense of the customer's role in the personal selling process : a theory of organizing and sensemaking perspective
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Moncrief, William C.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 261-275
Persistent link: https://www.econbiz.de/10009776524
Saved in:
9
The role of technology at the interface between salespeople and consumers
Ahearne, Michael
;
Rapp, Adam
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
2
,
pp. 111-120
Persistent link: https://www.econbiz.de/10003981257
Saved in:
10
The sales force technology-performance chain : the role of adaptive selling and effort
Rapp, Adam
;
Agnihotri, Raj
;
Forbes, Lukas P.
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
4
,
pp. 335-350
Persistent link: https://www.econbiz.de/10003774596
Saved in:
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