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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Comer, Lucette B."
~person:"Lussier, Bruno"
~person:"Mulki, Jay P."
~person:"Panagopoulos, Nikolaos G."
~type:"article"
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Salespeople
13
Verkaufspersonal
13
Beziehungsmarketing
5
Relationship marketing
5
Selling
4
Verkauf
4
B-to-B-Marketing
3
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Arbeitsleistung
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Comer, Lucette B.
Lussier, Bruno
Mulki, Jay P.
Panagopoulos, Nikolaos G.
Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Johnson, Jeff S.
5
Nowlin, Edward L.
5
Terho, Harri
5
Bonney, Leff
4
Flaherty, Karen E.
4
Guenzi, Paolo
4
Hochstein, Bryan
4
Itani, Omar S.
4
Sharma, Arun
4
Ulaga, Wolfgang
4
Anaza, Nwamaka A.
3
Bande, Belén
3
Beeler, Lisa L.
3
Bush, Alan J.
3
Dingus, Rebecca
3
Fernández-Ferrín, Pilar
3
Friend, Scott B.
3
Haas, Alexander
3
Hochstein, Bryan W.
3
Krush, Michael T.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Bagozzi, Richard P.
2
Barclay, Donald W.
2
Borgh, Michel van der
2
Cardinali, Silvio
2
Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Dubinsky, Alan J.
2
Eggert, Andreas
2
Epler, Rhett T.
2
Gilliam, David A.
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Grégoire, Yany
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
6
The journal of personal selling & sales management : JPSSM
6
Journal of marketing
2
Australasian marketing journal
1
Journal of business ethics : JBE
1
Journal of customer behaviour
1
Journal of global marketing
1
Journal of managerial issues : JMI
1
Journal of marketing theory and practice
1
Journal of service research
1
Journal of the Academy of Marketing Science
1
Psychology & marketing
1
The international journal of bank marketing : IJBM
1
The international journal of human resource management
1
The journal of business & industrial marketing
1
The journal of business and economic studies
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ECONIS (ZBW)
13
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13
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1
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
2
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
3
Managing the sales force through the unexpected exogenous COVID-19 crisis
Hartmann, Nathaniel N.
;
Lussier, Bruno
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 101-111
Persistent link: https://www.econbiz.de/10012285340
Saved in:
4
Understanding the theory and practice of team selling : an introduction to the special section and recommendations on advancing sales team research
Mullins, Ryan R.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 1-3
Persistent link: https://www.econbiz.de/10012004131
Saved in:
5
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
6
Cooperation in B2B relationships : factors that influence customers' perceptions of salesperson cooperation
Lussier, Bruno
;
Hall, Zachary R.
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 209-220
Persistent link: https://www.econbiz.de/10011822576
Saved in:
7
How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers : exploring the mediating role of customer-oriented behaviors
Lussier, Bruno
;
Hartmann, Nathaniel N.
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 160-170
Persistent link: https://www.econbiz.de/10011707104
Saved in:
8
The role of humor usage on creativity, trust and performance in business relationships : an analysis of the salesperson-customer dyad
Lussier, Bruno
;
Grégoire, Yany
;
Vachon, Marc-Antoine
- In:
Industrial marketing management : the international …
65
(
2017
),
pp. 168-181
Persistent link: https://www.econbiz.de/10011774997
Saved in:
9
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
50
(
2015
),
pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Saved in:
10
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
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