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~isPartOf:"Journal of Asia Business Studies"
~isPartOf:"Journal of retailing"
~isPartOf:"Journal of the Academy of Marketing Science"
~person:"Alavi, Sascha"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
5
Verkaufspersonal
5
Beziehungsmarketing
3
Negotiations
3
Selling
3
Verhandlungen
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Verkauf
3
Leadership
2
Personal selling
2
Preismanagement
2
Price negotiations
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Pricing strategy
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Activation theory
1
Adaptive selling
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B-to-B-Marketing
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Bargaining theory
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Betriebliche Wertschöpfung
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Business-to-business marketing
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Chronic time pressure
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Consumer behaviour
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Customer orientation
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Customer outcomes
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Decision
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Decision strategy
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Einzelhandel
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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
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Intuition
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Konsumentenverhalten
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Leadership style
1
Negotiation performance
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Perceptual accuracy
1
Price importance
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Alavi, Sascha
Wieseke, Jan
4
Homburg, Christian
3
Hughes, Douglas E.
3
Lam, Son K.
3
Zablah, Alex R.
3
Brown, Tom
2
DeCarlo, Thomas E.
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Habel, Johannes
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Klarmann, Martin
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Rapp, Adam
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Ryari, Hanaa
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2
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2
Ahearne, Michael
1
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1
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1
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1
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1
Bharadwaj, Sundar
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Bill, Fabian
1
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1
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1
Bolander, Willy
1
Bornemann, Torsten
1
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1
Calantone, Roger J.
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Chaker, Nawar N.
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Charoensukmongkol, Peerayuth
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Dietvorst, Roeland C.
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Journal of Asia Business Studies
Journal of retailing
Journal of the Academy of Marketing Science
Journal of personal selling & sales management
2
Journal of business research : JBR
1
Journal of marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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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:
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