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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:"Lam, Son K."
~person:"Sleep, Stefan"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
~subject:"Verkaufspersonal"
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Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Verkaufspersonal
Salespeople
10
Beziehungsmarketing
7
Selling
6
Verkauf
6
Personal selling
3
Arbeitsleistung
2
Consumer behaviour
2
Decision
2
Entscheidung
2
Job performance
2
Konsumentenverhalten
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Leadership
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Negotiations
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Price negotiations
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Pricing strategy
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Sales management
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United States
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Ambidexterity
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B-to-B-Marketing
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Bargaining theory
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Behavioral ambidexterity
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Betriebliche Wertschöpfung
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Boundary spanning
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Business-to-business marketing
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Cognition
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Alavi, Sascha
Lam, Son K.
Sleep, Stefan
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
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
Hamwi, G. Alexander
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 marketing
7
Journal of personal selling & sales management
5
Journal of marketing research : JMR
2
Journal of retailing
2
AMS review : official publication of the Academy of Marketing Science
1
European journal of marketing
1
Handbook of business-to-business marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Marketing : ZFP ; journal of research and management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
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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
On salesperson judgment and decision making
Lam, Son K.
;
Borgh, Michel van der
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
5
,
pp. 855-863
Persistent link: https://www.econbiz.de/10012614771
Saved in:
4
Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.
;
DeCarlo, Thomas E.
;
Sharma, Ashish
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
4
,
pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
Saved in:
5
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:
6
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:
7
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:
8
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
9
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
10
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:
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