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~isPartOf:"Journal of the Academy of Marketing Science"
~language:"eng"
~person:"Ahearne, Michael"
~person:"Lam, Son K."
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Salespeople
7
Verkaufspersonal
7
Beziehungsmarketing
4
Relationship marketing
4
Selling
3
Verkauf
3
Arbeitsleistung
2
Außendienst
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Customer satisfaction
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Employee retention
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Field sales force
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Job performance
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Ambidexterity
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Ambidextrous organization
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Arbeitsverhalten
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B-to-B-Marketing
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Behavioral ambidexterity
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Cognition
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Consumer behaviour
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Entscheidungstheorie
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Erfolgsfaktor
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Informal networks in sales force
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Ahearne, Michael
Lam, Son K.
Hughes, Douglas E.
6
Wieseke, Jan
6
Homburg, Christian
5
Habel, Johannes
4
Mengüç, Bülent
4
Alavi, Sascha
3
DeCarlo, Thomas E.
3
Evans, Kenneth R.
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Auh, Seigyoung
2
Bolander, Willy
2
Borgh, Michel van der
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Chaker, Nawar N.
2
Claro, Danny Pimentel
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Cron, William L.
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Good, Valerie
2
Klarmann, Martin
2
Leigh, Thomas W.
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Marinova, Detelina
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Miao, C. Fred
2
Mullins, Ryan
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Plouffe, Christopher R.
2
Rapp, Adam
2
Schmitz, Christian
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Singh, Jagdip
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Uslu, Aypar
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Verbeke, Willem J. M. I.
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Zablah, Alex R.
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Atefi, Yashar
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Journal of the Academy of Marketing Science
Journal of marketing
8
Journal of marketing research : JMR
4
Journal of service research
2
The journal of personal selling & sales management : JPSSM
2
Handbook of business-to-business marketing
1
Harvard business review : HBR
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of international marketing
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Journal of marketing research
1
Journal of personal selling & sales management : JPSSM
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Journal of retailing
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Management science : journal of the Institute for Operations Research and the Management Sciences
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ECONIS (ZBW)
7
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1
On salesperson judgment and decision making
Lam, Son K.
;
Borgh, Michel van der
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
5
,
pp. 855-863
Persistent link: https://www.econbiz.de/10012614771
Saved in:
2
Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.
;
DeCarlo, Thomas E.
;
Sharma, Ashish
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
4
,
pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
Saved in:
3
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
4
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
4
,
pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
Saved in:
5
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
6
Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan
;
Bharadwaj, Sundar
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
Saved in:
7
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
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