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~isPartOf:"Journal of personal selling & sales management"
~isPartOf:"Journal of sports economics"
~person:"Habel, Johannes"
~person:"Schmitz, Christian"
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Selling
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Verkauf
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Verkaufspersonal
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Digitalisierung
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digitalization
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Habel, Johannes
Schmitz, Christian
Alavi, Sascha
6
Dugan, Riley
5
Pullins, Ellen
4
Agnihotri, Raj
3
Badrinarayanan, Vishag
3
Chaker, Nawar N.
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Le Bon, Joël
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Journal of personal selling & sales management
Journal of sports economics
Journal of marketing
3
Journal of the Academy of Marketing Science
3
AMS review : official publication of the Academy of Marketing Science
1
California management review
1
Customer Management : Vertriebs- und Servicekonzepte der Zukunft
1
Dialogmarketing 'revisited'
1
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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Journal of business research : JBR
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Marketing : ZFP ; journal of research and management
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Schriften zu Dialogmarketing 'revisited'
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The journal of personal selling & sales management : JPSSM
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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
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
3
When do forecasts fail and when not? : contingencies affecting the accuracy of sales managers' forecast regarding the future business situation
Schneider, Janina-Vanessa
;
Alavi, Sascha
;
Guba, Jan Helge
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
Saved in:
4
The human side of digital transformation in sales : review & future paths : editorial
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 83-86
Persistent link: https://www.econbiz.de/10012584517
Saved in:
5
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
6
What does adaptive selling mean to salespeople? : an exploratory analysis of practitioners' responses to generic adaptive selling scales
Alavi, Sascha
;
Habel, Johannes
;
Linsenmayer, Kim Tina
- In:
Journal of personal selling & sales management
39
(
2019
)
3
,
pp. 254-263
Persistent link: https://www.econbiz.de/10012200884
Saved in:
7
Do salespeople matter in competitive tenders?
Dax, Maximilian
;
Tyssen, Eva Katharina
;
Schmitz, Christian
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
Saved in:
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