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~person:"Alavi, Sascha"
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Selling
16
Verkauf
16
Salespeople
14
Verkaufspersonal
14
Beziehungsmarketing
6
Relationship marketing
6
Personal selling
5
B-to-B-Marketing
4
Business-to-business marketing
4
Sales
3
personal selling
3
sales management
3
Artificial intelligence
2
Consumer behaviour
2
Einzelhandel
2
Forecasting model
2
Incentives
2
Internet marketing
2
Konsumentenverhalten
2
Künstliche Intelligenz
2
Leadership
2
Negotiations
2
Online-Marketing
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Prognoseverfahren
2
Retail trade
2
Sales management
2
Sales promotion
2
Verhandlungen
2
Verkaufsförderung
2
adaptive selling
2
inspirational appeals
2
ADAPTS
1
Absatz
1
Advanced analytics
1
Anreiz
1
B2B
1
Bargaining theory
1
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Article
16
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16
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16
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English
16
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Alavi, Sascha
Marshall, Greg W.
22
Agnihotri, Raj
20
Ahearne, Michael
20
Cron, William L.
18
Johnson, Jeff S.
16
Lee, Nick
15
Habel, Johannes
14
Lane, Nikala
14
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
DeCarlo, Thomas E.
13
Guenzi, Paolo
13
Johnston, Mark W.
13
Moncrief, William C.
13
Rapp, Adam
13
Schiffman, Stephan
13
Sickel, Christian
13
Svensson, Göran
13
Wieseke, Jan
13
Belz, Christian
12
Dalrymple, Douglas J.
12
Friend, Scott B.
12
Homburg, Christian
12
Rangarajan, Deva
12
Sharma, Arun
12
Tanner, John F.
12
Terho, Harri
12
Bush, Alan J.
11
Futrell, Charles M.
11
Hughes, Douglas E.
11
Ingram, Thomas N.
11
Panagopoulos, Nikolaos G.
11
Plouffe, Christopher R.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bolander, Willy
9
Haas, Alexander
9
Jaramillo, Fernando
9
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Journal of personal selling & sales management : JPSSM
6
Journal of the Academy of Marketing Science
3
AMS review : official publication of the Academy of Marketing Science
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Journal of marketing
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
16
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1
A theory of predictive sales analytics adoption
Habel, Johannes
;
Alavi, Sascha
;
Heinitz, Nicolas
- In:
AMS review : official publication of the Academy of …
13
(
2023
)
1/2
,
pp. 34-54
Persistent link: https://www.econbiz.de/10014327814
Saved in:
2
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
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:
4
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:
5
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
6
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:
7
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 : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
8
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
9
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
10
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
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