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~language:"eng"
~person:"Ahearne, Michael"
~subject:"Selling"
~type:"article"
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Selling
Salespeople
22
Verkaufspersonal
22
Verkauf
11
B-to-B-Marketing
4
Beziehungsmarketing
4
Business-to-business marketing
4
Dienstleistungsqualität
4
Employee retention
4
Erfolgsfaktor
4
Mitarbeiterbindung
4
Relationship marketing
4
Service quality
4
Success factor
4
Führungsstil
3
Leadership style
3
Performance measurement
3
Performance-Messung
3
Arbeitsgruppe
2
Arbeitsleistung
2
Außendienst
2
Customer satisfaction
2
Field sales force
2
Information technology
2
Informationstechnik
2
Job performance
2
Kundenzufriedenheit
2
Organizational identification
2
Pharmaceutical industry
2
Pharmaindustrie
2
Sales performance
2
Social network
2
Soziales Netzwerk
2
Team
2
Theorie
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Theory
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USA
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sales
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Ahearne, Michael
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
12
Rangarajan, Deva
11
Schmitz, Christian
11
Wieseke, Jan
11
Friend, Scott B.
10
Bush, Alan J.
9
Guenzi, Paolo
9
Hughes, Douglas E.
9
Bolander, Willy
8
Lee, Nick
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rapp, Adam
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Moncrief, William C.
7
Cron, William L.
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Marshall, Greg W.
6
Panagopoulos, Nikolaos G.
6
Sharma, Arun
6
Bonney, Leff
5
Claro, Danny Pimentel
5
DeCarlo, Thomas E.
5
Dingus, Rebecca
5
Haas, Alexander
5
Kadic-Maglajlic, Selma
5
Kraus, Florian
5
Krush, Michael T.
5
Lam, Son K.
5
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Journal of marketing
3
Journal of the Academy of Marketing Science
2
Journal of international marketing
1
Journal of marketing research
1
Journal of marketing research : JMR
1
Journal of personal selling & sales management
1
Journal of retailing
1
Journal of service research
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ECONIS (ZBW)
11
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1
Enabling comparability of responses in international sales force surveys : evidence from a cross-national survey of salespeople and sales managers
Pourmasoudi, Mohsen
;
Wiseman, Phillip
;
Ahearne, Michael
; …
- In:
Journal of international marketing
32
(
2024
)
1
,
pp. 15-32
Persistent link: https://www.econbiz.de/10014631111
Saved in:
2
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
3
The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam
;
Baker, Thomas L.
;
Hartmann, Nathaniel N.
; …
- In:
Journal of service research
23
(
2020
)
1
,
pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Saved in:
4
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
5
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
6
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:
7
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
8
Learned helplessness among newly hired salespeople and the influence of leadership
Boichuk, Jeffrey P.
;
Bolander, Willy
;
Hall, Zachary R.
; …
- In:
Journal of marketing
78
(
2014
)
1
,
pp. 95-111
Persistent link: https://www.econbiz.de/10010250065
Saved in:
9
Intrafunctional competitive intelligence and sales performance : a social network perspective
Ahearne, Michael
;
Lam, Son K.
;
Hayati, Babak
;
Kraus, Florian
- In:
Journal of marketing
77
(
2013
)
5
,
pp. 37-56
Persistent link: https://www.econbiz.de/10009793102
Saved in:
10
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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