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~person:"Alavi, Sascha"
~person:"Guenzi, Paolo"
~subject:"Firm performance"
~subject:"Führungsstil"
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Firm performance
Führungsstil
Salespeople
36
Verkaufspersonal
36
Selling
23
Verkauf
23
Beziehungsmarketing
14
Relationship marketing
14
B-to-B-Marketing
6
Business-to-business marketing
6
Sales
6
Personal selling
5
Consumer behaviour
4
Incentives
4
Konsumentenverhalten
4
Leistungsanreiz
4
Performance incentive
4
Unternehmenserfolg
4
Absatz
3
Adaptive selling
3
Anreiz
3
Emotion
3
Negotiations
3
Stress
3
Verhandlungen
3
Work stress
3
personal selling
3
sales management
3
Arbeitszufriedenheit
2
Artificial intelligence
2
B2B
2
Capability approach
2
Capability-Ansatz
2
Digitalisierung
2
Digitization
2
Distribution channel
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Einzelhandel
2
Führungskräfte
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Alavi, Sascha
Guenzi, Paolo
Schwepker, Charles H. <Jr.>
9
Vieira, Valter Afonso
6
Agnihotri, Raj
4
Ahearne, Michael
4
Bolander, Willy
4
Badrinarayanan, Vishag
3
Bagozzi, Richard P.
3
Jaramillo, Fernando
3
Luu Trong Tuan
3
Plouffe, Christopher R.
3
Wieseke, Jan
3
Ahmad, Bilal
2
Akhtar, Nadeem
2
Bachrach, Daniel G.
2
Bande, Belén
2
Boukis, Achilleas
2
Chaker, Nawar N.
2
Daunt, Kate L.
2
Flaherty, Karen
2
Flaherty, Karen E.
2
Gabler, Colin B.
2
Good, David J.
2
Gupta, Aditya
2
Kajalo, Sami
2
Koritos, Christos
2
Kraus, Florian
2
Lindblom, Arto
2
Mejía-Vásquez, Pericles Ramón
2
Mengüç, Bülent
2
Miao, C. Fred
2
Mitronen, Lasse
2
Papastathopoulos, Avraam
2
Rapp, Adam
2
Río Araujo, Marisa del
2
Schmitz, Christian
2
Schulte, Vera
2
Silva, Sheila Serafim da
2
Sánchez-Gómez, Roberto
2
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Industrial marketing management : the international journal for industrial and high-tech firms
2
European journal of marketing
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
Source
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ECONIS (ZBW)
5
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1
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
2
Cognitive and affective determinants of salesforce performance : a two-wave study
Soscia, Isabella
;
Bagozzi, Richard P.
;
Guenzi, Paolo
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 206-217
Persistent link: https://www.econbiz.de/10011963508
Saved in:
3
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
4
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
5
The dual mechanism of sales capabilities in influencing organizational performance
Guenzi, Paolo
;
Sajtos, Laszlo
;
Troilo, Gabriele
- In:
Journal of business research : JBR
69
(
2016
)
9
,
pp. 3707-3713
Persistent link: https://www.econbiz.de/10011515242
Saved in:
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