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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:"Homburg, Christian"
~person:"Sleep, Stefan"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
11
Verkaufspersonal
11
Beziehungsmarketing
8
Selling
5
Verkauf
5
Consumer behaviour
3
Konsumentenverhalten
3
Personal selling
3
Customer satisfaction
2
Kundenzufriedenheit
2
Leadership
2
Negotiations
2
Perception
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Verhandlungen
2
Wahrnehmung
2
Arbeitsgruppe
1
Arbeitsleistung
1
B-to-B-Marketing
1
Bargaining theory
1
Betriebliche Wertschöpfung
1
Boundary spanning
1
Brand management
1
Business-to-business marketing
1
Corporate headquarters
1
Customer commitment
1
Customer orientation
1
Decision
1
Decision strategy
1
Dedicated sales teams
1
Einzelhandel
1
Emotion
1
Employee retention
1
Entscheidung
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Führungsstil
1
Incentives
1
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Alavi, Sascha
Homburg, Christian
Sleep, Stefan
Rapp, Adam
5
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
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
Hamwi, G. Alexander
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
Verbeke, Willem J. M. I.
2
Zablah, Alex R.
2
Allison, Lee
1
Amin, Mohammad Sakif
1
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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 marketing
3
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
Journal of personal selling & sales management : JPSSM
2
European journal of marketing
1
Gabler Edition Wissenschaft
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Journal of retailing
1
Kompetenz in Wissenschaft & Management
1
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ECONIS (ZBW)
8
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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 sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
5
Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan
;
Bharadwaj, Sundar
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
Saved in:
6
Delusive perception : antecedents and consequences of salespeople's misperception of customer commitment
Homburg, Christian
;
Bornemann, Torsten
;
Kretzer, Max
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
2
,
pp. 137-153
Persistent link: https://www.econbiz.de/10010345196
Saved in:
7
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
8
When does salespeople’s customer orientation lead to customer loyalty? : the differential effects of relational and functional customer orientation
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
6
,
pp. 795-812
Persistent link: https://www.econbiz.de/10010217998
Saved in:
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