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~isPartOf:"Journal of the Academy of Marketing Science"
~isPartOf:"Psychology & marketing"
~isPartOf:"The journal of business & industrial marketing"
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Salespeople
148
Verkaufspersonal
148
Selling
59
Verkauf
59
Beziehungsmarketing
48
Relationship marketing
48
B-to-B-Marketing
34
Business-to-business marketing
34
Lieferantenmanagement
23
Supplier relationship management
23
Customer satisfaction
20
Kundenzufriedenheit
20
Arbeitsleistung
19
Job performance
19
Sales management
18
Consumer behaviour
17
Konsumentenverhalten
17
Sales
14
Sales performance
12
Arbeitsverhalten
11
Emotion
11
Leistungsmotivation
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Motivation
11
Work behaviour
11
Work motivation
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Führungsstil
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Leadership style
10
USA
10
United States
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Arbeitszufriedenheit
9
Job satisfaction
9
Sales force
9
Erfolgsfaktor
8
Performance measurement
8
Performance-Messung
8
Salesperson performance
8
Success factor
8
Confidence
7
Employee retention
7
Mitarbeiterbindung
7
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3
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Article
148
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148
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148
Case study
1
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English
148
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Hughes, Douglas E.
6
Wieseke, Jan
6
Homburg, Christian
5
Lam, Son K.
5
Schwepker, Charles H. <Jr.>
5
Bush, Alan J.
4
Mengüç, Bülent
4
Alavi, Sascha
3
DeCarlo, Thomas E.
3
Evans, Kenneth R.
3
Guenzi, Paolo
3
Habel, Johannes
3
Mallin, Michael L.
3
Pullins, Ellen
3
Román, Sergio
3
Singh, Ramendra
3
Verbeke, Willem J. M. I.
3
Agnihotri, Raj
2
Ahearne, Michael
2
Auh, Seigyoung
2
Bagozzi, Richard P.
2
Bolander, Willy
2
Boles, James S.
2
Borgh, Michel van der
2
Chaker, Nawar N.
2
Chawla, Vaibhav
2
Conde, Richard
2
Cron, William L.
2
Edmondson, Diane
2
Good, Valerie
2
Guesalaga, Rodrigo
2
Henneberg, Stephan
2
Hochstein, Bryan
2
Hutt, Michael D.
2
Høgevold, Nils
2
Itani, Omar S.
2
Klarmann, Martin
2
Kumar, Ajith
2
Leigh, Thomas W.
2
Marinova, Detelina
2
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Journal of the Academy of Marketing Science
Psychology & marketing
The journal of business & industrial marketing
Industrial marketing management : the international journal for industrial and high-tech firms
153
The journal of personal selling & sales management : JPSSM
152
Journal of business research : JBR
108
Journal of personal selling & sales management
75
Journal of retailing and consumer services
43
Journal of marketing
37
Journal of business-to-business marketing
33
SpringerLink / Bücher
28
The service industries journal
28
Journal of marketing theory and practice
25
Journal of retailing
23
Journal of business ethics : JOBE
20
Journal of marketing education : JME
20
Journal of marketing research : JMR
19
European journal of marketing : EJM
18
The Oxford handbook of strategic sales and sales management
15
International journal of retail & distribution management
14
Journal of marketing theory and practice : JMTP
13
Journal of service research
12
Journal of service research : JSR
12
Marketing letters : a journal of research in marketing
12
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Management science : journal of the Institute for Operations Research and the Management Sciences
11
European journal of marketing
10
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
10
Journal of marketing channels : ... distribution systems, strategy, and management
10
Marketing intelligence & planning
10
Harvard-Business-Manager : das Wissen der Besten
9
International journal of hospitality management
9
Journal of managerial issues : JMI
9
Journal of strategic marketing
9
Sales management : a multinational perspective
9
Asia Pacific journal of marketing and logistics
8
Harvard business review : HBR
8
Journal of marketing management : MM
8
Journal of marketing research
8
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
8
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ECONIS (ZBW)
148
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148
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1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
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
Stages of the international industrial sales process
Rutherford, Brian N.
;
Matthews, Ryan L.
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
Saved in:
4
The role of grit, engagement and exhaustion in salesperson productive procrastination
Edmondson, Diane
;
Matthews, Lucy
;
Ward, Cheryl
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 29-36
Persistent link: https://www.econbiz.de/10014472703
Saved in:
5
Inside sales managers' utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance
Conde, Richard
;
Prybutok, Victor
;
Thompson, Kenneth N.
; …
- In:
The journal of business & industrial marketing
39
(
2024
)
2
,
pp. 273-287
Persistent link: https://www.econbiz.de/10014473035
Saved in:
6
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:
7
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
8
Brushing up on time-honored sales skills to excel in tomorrow's environment
Razmak, Jamil
;
Pitzel, Joseph William
;
Belanger, Charles
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
4
,
pp. 701-723
Persistent link: https://www.econbiz.de/10014227494
Saved in:
9
How social media use enhances salesperson performance
Franck, Romain
;
Damperat, Maud
- In:
The journal of business & industrial marketing
38
(
2023
)
8
,
pp. 1720-1737
Persistent link: https://www.econbiz.de/10014314205
Saved in:
10
Can salespeople use social media to enhance brand awareness and sales performance? : the role of manager empowerment and creativity
Kalra, Ashish
;
Itani, Omar S.
;
Rostami, Amin
- In:
The journal of business & industrial marketing
38
(
2023
)
8
,
pp. 1738-1753
Persistent link: https://www.econbiz.de/10014314206
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