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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:"Verbeke, Willem J. M. I."
~subject:"Betriebliche Wertschöpfung"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Betriebliche Wertschöpfung
Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Salespeople
6
Verkaufspersonal
6
Beziehungsmarketing
4
Selling
4
Verkauf
4
Consumer behaviour
2
Konsumentenverhalten
2
Leadership
2
Negotiations
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Personal selling
2
Preismanagement
2
Price negotiations
2
Pricing strategy
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Verhandlungen
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Arbeitsleistung
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B-to-B-Marketing
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Bargaining theory
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Business-to-business marketing
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Cognition
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Customer orientation
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Decision
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Decision strategy
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Einzelhandel
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Emotion
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Entscheidung
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Führungsstil
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Incentives
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Intuition
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Job performance
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Knowledge society
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Kognition
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Leadership style
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Marketing theory
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Marketingtheorie
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Alavi, Sascha
Verbeke, Willem J. M. I.
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.
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Habel, Johannes
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Homburg, Christian
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Agnihotri, Raj
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Chaker, Nawar N.
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Hamwi, G. Alexander
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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
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Journal of marketing
1
Journal of retailing
1
Rotterdams Instituut voor Bedrijfseconomische Studies : RIBES
1
The Oxford handbook of positive organizational scholarship
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ECONIS (ZBW)
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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
Genetic and neurological foundations of customer orientation : field and experimental evidence
Bagozzi, Richard P.
;
Verbeke, Willem J. M. I.
;
Berg, …
- In:
Journal of the Academy of Marketing Science
40
(
2012
)
5
,
pp. 639-658
Persistent link: https://www.econbiz.de/10009621886
Saved in:
5
Drivers of sales performance : a contemporary meta-analysis ; have salespeople become knowledge brokers?
Verbeke, Willem J. M. I.
;
Dietz, Bart
;
Verwaal, Ernst
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
3
,
pp. 407-428
Persistent link: https://www.econbiz.de/10009295486
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