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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~language:"eng"
~person:"Evans, Kenneth R."
~person:"Moncrief, William C."
~person:"Rapp, Adam"
~subject:"Beziehungsmarketing"
~type_genre:"Article in journal"
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Beziehungsmarketing
Selling
20
Verkauf
20
Salespeople
18
Verkaufspersonal
18
Relationship marketing
12
USA
6
United States
6
B-to-B-Marketing
5
Business-to-business marketing
5
Physical distribution
5
Vertrieb
5
Arbeitsverhalten
4
Social Web
4
Social web
4
Work behaviour
4
Consumer behaviour
3
Konsumentenverhalten
3
Leistungsmotivation
3
Lieferantenmanagement
3
Supplier relationship management
3
Work motivation
3
Absatz
2
Arbeitsleistung
2
Arbeitszufriedenheit
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Außendienst
2
Bibliometrics
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Bibliometrie
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Capital goods industry
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Computer-assisted marketing
2
Customer organizational citizenship behavior
2
Customer prosocial behavior
2
Customer satisfaction
2
Dienstleistungsqualität
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Environmental management
2
Field sales force
2
IT-gestütztes Marketing
2
Investitionsgüterindustrie
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12
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Article in journal
Aufsatz in Zeitschrift
12
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English
Author
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Evans, Kenneth R.
Moncrief, William C.
Rapp, Adam
Agnihotri, Raj
9
Naudé, Peter
8
Terho, Harri
8
La Rocca, Antonella
7
Eggert, Andreas
6
Snehota, Ivan
6
Casidy, Riza
5
Friend, Scott B.
5
Frow, Pennie
5
Lacoste, Sylvie
5
Payne, Adrian
5
Aarikka-Stenroos, Leena
4
Andersen, Poul Houman
4
Bush, Alan J.
4
Chaker, Nawar N.
4
Ewing, Michael
4
Henneberg, Stephan
4
Itani, Omar S.
4
Jaakkola, Elina
4
Johnson, Jeff S.
4
Keränen, Joona
4
Nyadzayo, Munyaradzi W.
4
Prior, Daniel D.
4
Ritter, Thomas
4
Ruyter, Ko de
4
Sharma, Arun
4
Wang, Danny T.
4
Wang, Xinchun
4
Biggemann, Sergio
3
Brown, Gene
3
Cadeaux, Jack
3
Chakrabarty, Subhra
3
Dwivedi, Yogesh Kumar
3
Gu, Flora Fang
3
Guenzi, Paolo
3
Gölgeci, Ismail
3
Haas, Alexander
3
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
Journal of the Academy of Marketing Science
7
Journal of business research : JBR
3
Journal of service research : JSR
2
Business horizons
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management
1
MSI reports : working paper series
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
The marketing review
1
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All
ECONIS (ZBW)
12
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10
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12
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date (oldest first)
1
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:
2
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:
3
Effects of top-performer rewards on fellow salespeople : a double-edged sword
Miao, C. Fred
;
Evans, Kenneth R.
;
Lie, Po-Chien
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 280-297
Persistent link: https://www.econbiz.de/10011794673
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
The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron
;
Evans, Kenneth R.
;
Landry, Timothy D.
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
1
,
pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
Saved in:
7
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:
8
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:
9
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:
10
The moderating influence of organizational support on the development of salesperson job performance : can an organization provide too much support?
Stan, Simona
;
Evans, Kenneth R.
;
Arnold, Todd J.
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
4
,
pp. 405-419
Persistent link: https://www.econbiz.de/10009680337
Saved in:
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