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~person:"Berry-Stölzle, Thomas"
~person:"Pullins, Ellen"
~person:"Schmitz, Christian"
~person:"Verbeke, Willem J. M. I."
~subject:"Performance incentive"
~subject:"Relationship marketing"
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Search: subject_exact:"Salesforce"
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Performance incentive
Relationship marketing
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51
Verkaufspersonal
51
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19
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19
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16
B-to-B-Marketing
14
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14
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sales management
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Berry-Stölzle, Thomas
Pullins, Ellen
Schmitz, Christian
Verbeke, Willem J. M. I.
Agnihotri, Raj
15
Itani, Omar S.
12
Singh, Ramendra
12
Alavi, Sascha
11
Wieseke, Jan
11
Homburg, Christian
10
Schwepker, Charles H. <Jr.>
10
Chaker, Nawar N.
9
Ahearne, Michael
8
Habel, Johannes
8
Rapp, Adam
8
Rodriguez, Michael
7
Zablah, Alex R.
7
Bush, Alan J.
6
Guenzi, Paolo
6
Lam, Son K.
6
Moncrief, William C.
6
Terho, Harri
6
Essl, Andrea
5
Haas, Alexander
5
Hughes, Douglas E.
5
Jaramillo, Fernando
5
Jones, Eli
5
Klarmann, Martin
5
Kosfeld, Michael
5
Koshy, Abraham
5
Kröll, Markus
5
Müller, Michael
5
Tanner, John F.
5
Udayana, Ida Bagus Nyoman
5
Bolander, Willy
4
Brown, Tom
4
Chung, Doug J.
4
Folse, Judith Anne Garretson
4
Friend, Scott B.
4
Good, Megan C.
4
Good, Valerie
4
Herndl, Karl
4
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Journal of personal selling & sales management : JPSSM
6
Journal of the Academy of Marketing Science
3
Journal of marketing
2
The journal of personal selling & sales management : JPSSM
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Rotterdams Instituut voor Bedrijfseconomische Studies : RIBES
1
The Geneva papers on risk and insurance - issues and practice : an official journal of the Geneva Association
1
The Oxford handbook of positive organizational scholarship
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
20
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1
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:
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
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
4
Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance : a mediated motivation model
Mallin, Michael L.
;
Hancock, Tyler D.
;
Pullins, Ellen
; …
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
3
,
pp. 243-264
Persistent link: https://www.econbiz.de/10013361687
Saved in:
5
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
6
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
7
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
8
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
9
It's about building a book of business : incentives of insurance salespersons from future renewals
Berry-Stölzle, Thomas
;
Eckles, David L.
- In:
The Geneva papers on risk and insurance - issues and …
44
(
2019
)
4
,
pp. 702-731
Persistent link: https://www.econbiz.de/10012294363
Saved in:
10
Fostering collaborative mind-sets among customers : a transformative learning approach
Kaski, Timo
;
Alamäki, Ari
;
Pullins, Ellen
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
1
,
pp. 42-59
Persistent link: https://www.econbiz.de/10012200854
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