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~isPartOf:"Journal of marketing research : JMR"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Konsumentenverhalten"
~subject:"Vertrieb"
~type:"article"
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Konsumentenverhalten
Vertrieb
Selling
115
Verkauf
115
Salespeople
60
Verkaufspersonal
60
Beziehungsmarketing
22
Relationship marketing
22
Physical distribution
15
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sales management
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salesperson
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sales
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Friend, Scott B.
2
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Journal of marketing research : JMR
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
15
Journal of retailing and consumer services
8
The journal of business & industrial marketing
7
Journal of personal selling & sales management
6
Journal of retailing
5
Journal of the Academy of Marketing Science
5
Information systems research : ISR
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
Journal of business research : JBR
4
Journal of marketing
4
The Oxford handbook of strategic sales and sales management
4
Asia Pacific journal of marketing and logistics
3
International journal of retail & distribution management
3
Psychology & marketing
3
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
2
European journal of operational research : EJOR
2
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
2
International journal of industrial organization
2
International journal of logistics : research and applications
2
Journal of consumer research : JCR ; an interdisciplinary bimonthly
2
Journal of interactive marketing : a quarterly publication from the Direct Marketing Educational Foundation
2
Journal of marketing education : JME
2
Marketing : ZFP ; journal of research and management
2
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
2
Omega : the international journal of management science
2
Production and operations management : an international journal of the Production and Operations Management Society
2
Production and operations management : the flagship research journal of the Production and Operations Management Society
2
Analytical modeling research in fashion business
1
Asian journal of management cases
1
Asian journal of management cases : AJMC
1
Asian journal of management science and applications : AJMSA
1
Business horizons
1
Cahiers de l'ISMEA / SG, Série "Sciences de gestion"
1
Central European business review : CEBR
1
Chinese management studies
1
Cogent business & management
1
Competitiveness review : an international business journal incorporating Journal of global competitiveness
1
Decision analysis : a journal of the Institute for Operations Research and the Management Sciences, INFORMS
1
Digital Economy and the Green Revolution : 16th International Conference on Business Excellence, ICBE 2022, Bucharest, Romania, March 24-26, 2022
1
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ECONIS (ZBW)
25
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1
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:
2
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
3
Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert
;
Sharma, Arun
;
Rangarajan, Deva
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
Saved in:
4
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
5
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
6
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
7
Selling with technology : understanding the resistance to mobile sales assistant use in retailing
Spreer, Philipp
;
Rauschnabel, Philipp A.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 240-263
Persistent link: https://www.econbiz.de/10011565542
Saved in:
8
The impact of sales contests on customer listening : an empirical study in a telesales context
Koehl, Maryse
;
Poujol, Juliet F.
;
Tanner, John F.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 281-293
Persistent link: https://www.econbiz.de/10011565556
Saved in:
9
Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
;
Dubinsky, Alan J.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 344-362
Persistent link: https://www.econbiz.de/10011629742
Saved in:
10
Implicit measures in sales research
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 72-84
Persistent link: https://www.econbiz.de/10010503889
Saved in:
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