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~isPartOf:"Journal of Asia Business Studies"
~isPartOf:"Journal of the Academy of Marketing Science"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~person:"Alavi, Sascha"
~person:"Friend, Scott B."
~subject:"Betriebliche Wertschöpfung"
~subject:"Entscheidung"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Betriebliche Wertschöpfung
Entscheidung
Erfolgsfaktor
Job satisfaction
Physical distribution
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Salespeople
10
Verkaufspersonal
10
Selling
7
Verkauf
7
Beziehungsmarketing
5
Measurement
3
Messung
3
sales and sales management
3
Arbeitszufriedenheit
2
Consumer behaviour
2
Einzelhandel
2
Konsumentenverhalten
2
Leadership
2
Negotiations
2
Personal selling
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Retail trade
2
Sales
2
USA
2
United States
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Verhandlungen
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Absatz
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B-to-B-Marketing
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Bargaining theory
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Burnout
1
Business-to-business marketing
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Customer orientation
1
Customer satisfaction
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Customer service
1
Decision
1
Decision strategy
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Alavi, Sascha
Friend, Scott B.
Lam, Son K.
5
Rapp, Adam
5
Johnson, Jeff S.
4
Tanner, John F.
4
Wieseke, Jan
4
DeCarlo, Thomas E.
3
Evans, Kenneth R.
3
Habel, Johannes
3
Homburg, Christian
3
Hughes, Douglas E.
3
Schmitz, Christian
3
Schwepker, Charles H. <Jr.>
3
Agnihotri, Raj
2
Ahearne, Michael
2
Barnes, Donald C.
2
Bolander, Willy
2
Brown, Gene
2
Bush, Alan J.
2
Chaker, Nawar N.
2
Chakrabarty, Subhra
2
Gabler, Colin B.
2
Hamwi, G. Alexander
2
Hulland, John
2
Jaramillo, Fernando
2
Jones, Eli
2
Klarmann, Martin
2
Moncrief, William C.
2
Mulki, Jay P.
2
Plouffe, Christopher R.
2
Pullins, Ellen
2
Richards, Keith A.
2
Rutherford, Brian N.
2
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Sleep, Stefan
2
Verbeke, Willem J. M. I.
2
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2
Allison, Lee
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Journal of Asia Business Studies
Journal of the Academy of Marketing Science
The journal of personal selling & sales management : JPSSM
Journal of personal selling & sales management
4
Journal of business research : JBR
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of marketing
1
Journal of marketing theory and practice
1
Journal of retailing
1
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ECONIS (ZBW)
7
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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
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:
4
The role of delight in driving repurchase intentions
Meyer, Tracy
;
Barnes, Donald C.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 61-71
Persistent link: https://www.econbiz.de/10011690136
Saved in:
5
Implicit measures in sales research
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 72-84
Persistent link: https://www.econbiz.de/10010503889
Saved in:
6
Contingent cross-selling and up-selling relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
Saved in:
7
Indsales model : a facet-level job satisfaction model among salespeople
Friend, Scott B.
;
Johnson, Jeff S.
;
Rutherford, Brian N.
; …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
4
,
pp. 419-438
Persistent link: https://www.econbiz.de/10010248494
Saved in:
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