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~isPartOf:"Journal of Asia Business Studies"
~isPartOf:"Journal of retailing"
~isPartOf:"Journal of the Academy of Marketing Science"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~person:"Alavi, Sascha"
~subject:"Betriebliche Wertschöpfung"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Betriebliche Wertschöpfung
Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
6
Verkaufspersonal
6
Beziehungsmarketing
4
Selling
4
Verkauf
4
Negotiations
3
Verhandlungen
3
Consumer behaviour
2
Konsumentenverhalten
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Leadership
2
Personal selling
2
Preismanagement
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Price negotiations
2
Pricing strategy
2
Activation theory
1
Adaptive selling
1
B-to-B-Marketing
1
Bargaining theory
1
Business-to-business marketing
1
Chronic time pressure
1
Customer orientation
1
Customer outcomes
1
Decision
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Decision strategy
1
Einzelhandel
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Emotion
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Entscheidung
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Financial performance
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Führungsstil
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Incentives
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Individual pricing
1
Intuition
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Leadership style
1
Motivation
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Negotiation performance
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Perceptual accuracy
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Personality psychology
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Persönlichkeitspsychologie
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Alavi, Sascha
Rapp, Adam
5
Wieseke, Jan
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Friend, Scott B.
4
Habel, Johannes
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Hughes, Douglas E.
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Johnson, Jeff S.
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Lam, Son K.
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Tanner, John F.
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Zablah, Alex R.
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Bolander, Willy
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Chaker, Nawar N.
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Evans, Kenneth R.
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Homburg, Christian
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Schmitz, Christian
3
Agnihotri, Raj
2
Ahearne, Michael
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Brown, Gene
2
Brown, Tom
2
Bush, Alan J.
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Chakrabarty, Subhra
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Gabler, Colin B.
2
Hamwi, G. Alexander
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Hulland, John
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Jaramillo, Fernando
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Jones, Eli
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Jung, Jin Ho
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Klarmann, Martin
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Landry, Timothy D.
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Mulki, Jay P.
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Noble, Stephanie M.
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Pullins, Ellen
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Rouziou, Maria
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Journal of Asia Business Studies
Journal of retailing
Journal of the Academy of Marketing Science
The journal of personal selling & sales management : JPSSM
Journal of personal selling & sales management : JPSSM
2
Journal of business research : JBR
1
Journal of marketing
1
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ECONIS (ZBW)
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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
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
4
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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