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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"
~subject:"Decision strategy"
~subject:"Einzelhandel"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
~subject:"Salespeople"
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Decision strategy
Einzelhandel
Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
Verkaufspersonal
7
Beziehungsmarketing
4
Selling
4
Verkauf
4
Leadership
2
Measurement
2
Messung
2
Negotiations
2
Personal selling
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
USA
2
United States
2
Verhandlungen
2
Arbeitszufriedenheit
1
B-to-B-Marketing
1
Bargaining theory
1
Betriebliche Wertschöpfung
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Burnout
1
Business-to-business marketing
1
Consumer behaviour
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Customer orientation
1
Customer satisfaction
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Decision
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Emotion
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Entscheidung
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Führungsstil
1
Incentives
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Intuition
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Konsumentenverhalten
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Kundenzufriedenheit
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Motivation
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Personality psychology
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Alavi, Sascha
Hamwi, G. Alexander
DeCarlo, Thomas E.
10
Johnson, Jeff S.
9
Hughes, Douglas E.
8
Rapp, Adam
8
Evans, Kenneth R.
7
Jaramillo, Fernando
7
Wieseke, Jan
7
Agnihotri, Raj
6
Friend, Scott B.
6
Lam, Son K.
6
Tanner, John F.
6
Homburg, Christian
5
Lee, Nick
5
Marshall, Greg W.
5
Mengüç, Bülent
5
Plouffe, Christopher R.
5
Schwepker, Charles H. <Jr.>
5
Bolander, Willy
4
Brown, Gene
4
Chakrabarty, Subhra
4
Chonko, Lawrence B.
4
Cron, William L.
4
Fournier, Christophe
4
Gabler, Colin B.
4
Habel, Johannes
4
Moncrief, William C.
4
Mulki, Jay P.
4
Onyemah, Vincent
4
Widing, Robert E.
4
Zablah, Alex R.
4
Ahearne, Michael
3
Auh, Seigyoung
3
Bachrach, Daniel G.
3
Chaker, Nawar N.
3
Flaherty, Karen E.
3
Hulland, John
3
Iacobucci, Dawn
3
Leigh, Thomas W.
3
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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
5
Journal of business research : JBR
3
Journal of marketing
2
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 marketing theory and practice
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)
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 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:
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:
5
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:
6
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:
7
Measuring salesperson burnout : a reduced Maslach burnout inventory for sales researchers
Rutherford, Brian N.
;
Hamwi, G. Alexander
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
4
,
pp. 429-440
Persistent link: https://www.econbiz.de/10009389585
Saved in:
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