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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:"Schwepker, Charles H. <Jr.>"
~subject:"Betriebliche Wertschöpfung"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Price negotiations"
~subject:"Relationship marketing"
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Betriebliche Wertschöpfung
Erfolgsfaktor
Job satisfaction
Physical distribution
Price negotiations
Relationship marketing
Salespeople
9
Verkaufspersonal
9
Beziehungsmarketing
5
Führungsstil
5
Leadership style
5
Selling
5
Verkauf
5
Business ethics
4
Unternehmensethik
4
Ethics
3
Ethik
3
performance
3
salespeople
3
Arbeitsethik
2
Arbeitsleistung
2
Betriebsklima
2
Customer value
2
Decision
2
Entscheidung
2
Führungskräfte
2
Job performance
2
Kundenwert
2
Leadership
2
Managers
2
Negotiations
2
Personal selling
2
Preismanagement
2
Pricing strategy
2
Verhandlungen
2
Work climate
2
Work ethics
2
unethical intent
2
Austauschtheorie
1
B-to-B-Marketing
1
Bargaining theory
1
Business-to-business marketing
1
Consumer behaviour
1
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Alavi, Sascha
Schwepker, Charles H. <Jr.>
Rapp, Adam
5
Wieseke, Jan
5
Friend, Scott B.
4
Habel, Johannes
4
Johnson, Jeff S.
4
Lam, Son K.
4
Tanner, John F.
4
DeCarlo, Thomas E.
3
Evans, Kenneth R.
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
Guenzi, Paolo
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
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Sleep, Stefan
2
Verbeke, Willem J. M. I.
2
Zablah, Alex R.
2
Allison, Lee
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 personal selling & sales management
3
The journal of business & industrial marketing
3
Journal of business ethics : JOBE
2
Journal of business research : JBR
2
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of retailing
1
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ECONIS (ZBW)
6
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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
Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.>
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 72-87
Persistent link: https://www.econbiz.de/10011690139
Saved in:
6
Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance
Schwepker, Charles H. <Jr.>
;
Schultz, Roberta J.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
2
,
pp. 93-107
Persistent link: https://www.econbiz.de/10010527074
Saved in:
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