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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:"Hamwi, G. Alexander"
~person:"Rapp, Adam"
~subject:"Decision strategy"
~subject:"Einzelhandel"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Decision strategy
Einzelhandel
Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
15
Verkaufspersonal
15
Beziehungsmarketing
8
Selling
7
Verkauf
7
USA
3
United States
3
Arbeitszufriedenheit
2
B-to-B-Marketing
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Business-to-business marketing
2
Consumer behaviour
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Customer satisfaction
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Emotion
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Konsumentenverhalten
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Kundenzufriedenheit
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Leadership
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Leistungsmotivation
2
Measurement
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Messung
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Negotiations
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Personal selling
2
Personality psychology
2
Persönlichkeitspsychologie
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Retail trade
2
Verhandlungen
2
Work motivation
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sales
2
service
2
Arbeitsleistung
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Arbeitsverhalten
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Bargaining theory
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Alavi, Sascha
Hamwi, G. Alexander
Rapp, Adam
Friend, Scott B.
4
Johnson, Jeff S.
4
Lam, Son K.
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
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
Hulland, John
2
Jaramillo, Fernando
2
Jones, Eli
2
Klarmann, Martin
2
Moncrief, William C.
2
Mulki, Jay P.
2
Pullins, Ellen
2
Richards, Keith A.
2
Rutherford, Brian N.
2
Schwepker, Charles H. <Jr.>
2
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Sleep, Stefan
2
Verbeke, Willem J. M. I.
2
Widing, Robert E.
2
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2
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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
2
Journal of retailing
2
Business horizons
1
Decision sciences : DS
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
1
Journal of marketing research : JMR
1
Journal of marketing theory and practice
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
The marketing review
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ECONIS (ZBW)
10
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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
Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam
;
Bachrach, Daniel G.
;
Panagopoulos, Nikolaos
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
4
,
pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
Saved in:
5
The effect of environmental orientation on salesperson effort and participation : the moderating role of organizational identification
Gabler, Colin B.
;
Rapp, Adam
;
Richey, R. Glenn
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
3
,
pp. 173-187
Persistent link: https://www.econbiz.de/10010373804
Saved in:
6
Ideal versus actual number of sales calls : an application of disconfirmation theory
Hamwi, G. Alexander
;
Rutherford, Brian N.
;
Barksdale, …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 307-318
Persistent link: https://www.econbiz.de/10009776491
Saved in:
7
Understanding social media effects across seller, retailer, and consumer interactions
Rapp, Adam
;
Beitelspacher, Lauren Skinner
;
Grewal, Dhruv
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
5
,
pp. 547-566
Persistent link: https://www.econbiz.de/10010126682
Saved in:
8
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:
9
Gaining and leveraging customer-based competitive intelligence : the pivotal role of social capital and salesperson adaptive selling skills
Hughes, Douglas E.
;
Le Bon, Joël
;
Rapp, Adam
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 91-110
Persistent link: https://www.econbiz.de/10009719766
Saved in:
10
The role of technology at the interface between salespeople and consumers
Ahearne, Michael
;
Rapp, Adam
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
2
,
pp. 111-120
Persistent link: https://www.econbiz.de/10003981257
Saved in:
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