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~isPartOf:"Journal of business research : JBR"
~isPartOf:"Journal of personal selling & sales management"
~isPartOf:"Journal of the Academy of Marketing Science"
~person:"Alavi, Sascha"
~subject:"Innovationsmanagement"
~subject:"Marketing management"
~subject:"Relationship marketing"
~subject:"United States"
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Innovationsmanagement
Marketing management
Relationship marketing
United States
Selling
10
Verkauf
10
Salespeople
9
Verkaufspersonal
9
Beziehungsmarketing
5
Personal selling
3
B-to-B-Marketing
2
Business-to-business marketing
2
Consumer behaviour
2
Einzelhandel
2
Führungsstil
2
Internet marketing
2
Konsumentenverhalten
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Leadership
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Leadership style
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Luxury goods
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Luxusgüter
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Negotiations
2
Online-Marketing
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Preismanagement
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Price negotiations
2
Pricing strategy
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Retail trade
2
Sales
2
Sales promotion
2
Verhandlungen
2
Verkaufsförderung
2
adaptive selling
2
personal selling
2
sales
2
ADAPTS
1
Artificial intelligence
1
B2B
1
Bargaining theory
1
Betriebliche Wertschöpfung
1
COVID-19
1
Communication
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Coronavirus
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Alavi, Sascha
Ko, Eunju
14
Palmatier, Robert W.
13
Sharma, Piyush
13
Kumar, V.
12
Kim, Kyung Hoon
11
Homburg, Christian
10
Morgan, Neil A.
10
Gupta, Suraksha
9
Rapp, Adam
9
Babin, Barry J.
8
Balaji, M. S.
8
Huarng, Kun-Huang
8
Kraus, Sascha
8
Witell, Lars
8
Agnihotri, Raj
7
Bouncken, Ricarda B.
7
Gustafsson, Anders
7
Laroche, Michel
7
Parida, Vinit
7
Voorhees, Clay M.
7
Zablah, Alex R.
7
Calantone, Roger J.
6
Grewal, Dhruv
6
Habel, Johannes
6
Miles, Morgan P.
6
Noble, Stephanie M.
6
O'Cass, Aron
6
Oghazi, Pejvak
6
Roy, Sanjit
6
Scheer, Lisa K.
6
Sheth, Jagdish N.
6
Sivakumar, K.
6
Varadarajan, Rajan
6
Walsh, Gianfranco
6
Wincent, Joakim
6
Wu, Chih-Wen
6
Xie, Xuemei
6
Akter, Shahriar
5
Baker, Thomas L.
5
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Journal of business research : JBR
Journal of personal selling & sales management
Journal of the Academy of Marketing Science
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of marketing
2
Academy of Management journal : AMJ
1
Journal of retailing
1
Journal of service research : JSR
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
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ECONIS (ZBW)
6
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1
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
2
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:
3
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
4
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:
5
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
6
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
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