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~isPartOf:"Journal of Asia Business Studies"
~isPartOf:"Journal of marketing"
~isPartOf:"Journal of the Academy of Marketing Science"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~person:"Alavi, Sascha"
~person:"Sleep, Stefan"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
~subject:"Verkaufspersonal"
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Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Verkaufspersonal
Salespeople
8
Beziehungsmarketing
6
Selling
6
Verkauf
6
B-to-B-Marketing
2
Business-to-business marketing
2
Emotion
2
Incentives
2
Leadership
2
Negotiations
2
Personal selling
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Verhandlungen
2
Accident insurance
1
Anreiz
1
Arbeitsgruppe
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Arbeitsleistung
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Bargaining theory
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Betriebliche Wertschöpfung
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Boundary spanning
1
Compensation system
1
Consumer behaviour
1
Customer orientation
1
Customer satisfaction
1
Decision
1
Decision strategy
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Dedicated sales teams
1
Einzelhandel
1
Entscheidung
1
Fehlzeit
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Führungskräfte
1
Führungsstil
1
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1
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Alavi, Sascha
Sleep, Stefan
Hughes, Douglas E.
11
Lam, Son K.
11
DeCarlo, Thomas E.
10
Wieseke, Jan
10
Ahearne, Michael
9
Homburg, Christian
9
Johnson, Jeff S.
9
Bolander, Willy
8
Rapp, Adam
8
Evans, Kenneth R.
7
Jaramillo, Fernando
7
Agnihotri, Raj
6
Friend, Scott B.
6
Habel, Johannes
6
Mengüç, Bülent
6
Plouffe, Christopher R.
6
Schmitz, Christian
6
Tanner, John F.
6
Zablah, Alex R.
6
Lee, Nick
5
Marshall, Greg W.
5
Panagopoulos, Nikolaos G.
5
Schwepker, Charles H. <Jr.>
5
Auh, Seigyoung
4
Brown, Gene
4
Chakrabarty, Subhra
4
Chonko, Lawrence B.
4
Cron, William L.
4
Fournier, Christophe
4
Gabler, Colin B.
4
Kraus, Florian
4
Moncrief, William C.
4
Mulki, Jay P.
4
Mullins, Ryan
4
Onyemah, Vincent
4
Richards, Keith A.
4
Widing, Robert E.
4
Bachrach, Daniel G.
3
Boichuk, Jeffrey P.
3
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Journal of Asia Business Studies
Journal of marketing
Journal of the Academy of Marketing Science
The journal of personal selling & sales management : JPSSM
Journal of personal selling & sales management
5
Journal of retailing
2
AMS review : official publication of the Academy of Marketing Science
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Marketing : ZFP ; journal of research and management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
8
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
Variable compensation and salesperson health
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of marketing
85
(
2021
)
3
,
pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
Saved in:
4
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:
5
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
6
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
7
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:
8
Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan
;
Bharadwaj, Sundar
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
Saved in:
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