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~person:"Boateng, Henry"
~person:"Sharma, Arun"
~subject:"Consumer behaviour"
~subject:"South Korea"
~subject:"Verkaufspersonal"
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Consumer behaviour
South Korea
Verkaufspersonal
Selling
15
Verkauf
15
Salespeople
10
B-to-B-Marketing
5
Business-to-business marketing
5
Konsumentenverhalten
5
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4
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4
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3
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3
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3
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Organisatorischer Wandel
2
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Adaptive sales force
1
Adaptive selling
1
Adaptive selling behavior
1
Adaptive selling behaviour
1
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1
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B2B sales
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Boateng, Henry
Sharma, Arun
Ahearne, Michael
17
Agnihotri, Raj
15
Johnson, Jeff S.
15
Alavi, Sascha
14
Habel, Johannes
12
Rangarajan, Deva
12
Friend, Scott B.
11
Schmitz, Christian
11
Wieseke, Jan
11
Guenzi, Paolo
10
Hughes, Douglas E.
10
Bush, Alan J.
9
Lee, Nick
9
Marshall, Greg W.
9
Rapp, Adam
9
Bolander, Willy
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Moncrief, William C.
7
Peltier, James
7
Syam, Niladri
7
Bonney, Leff
6
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Evans, Kenneth R.
6
Good, Valerie
6
Haas, Alexander
6
Hochstein, Bryan
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Claro, Danny Pimentel
5
DeCarlo, Thomas E.
5
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5
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Industrial marketing management : the international journal for industrial and high-tech firms
4
Asia Pacific journal of marketing and logistics
2
Bringing technology to market: trends, cases, solutions
1
Business horizons
1
Journal of personal selling & sales management : JPSSM
1
Marketing intelligence & planning
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
11
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1
Antecedents of adaptive selling behaviour : a study of the Korean cosmetic industry
Amenuvor, Fortune Edem
;
Yi, Ho Taek
;
Boateng, Henry
- In:
Asia Pacific journal of marketing and logistics
34
(
2022
)
4
,
pp. 688-706
Persistent link: https://www.econbiz.de/10013163371
Saved in:
2
Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry
Amenuvor, Fortune Edem
;
Yi, Ho Taek
;
Boateng, Henry
- In:
Asia Pacific journal of marketing and logistics
34
(
2022
)
4
,
pp. 800-816
Persistent link: https://www.econbiz.de/10013163381
Saved in:
3
Salesforce output control and customer-oriented selling behaviours
Amenuvor, Fortune Edem
;
Basilisco, Richard
;
Boateng, Henry
- In:
Marketing intelligence & planning
40
(
2022
)
3
,
pp. 344-357
Persistent link: https://www.econbiz.de/10013172964
Saved in:
4
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
5
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
6
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
7
Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert
;
Sharma, Arun
;
Rangarajan, Deva
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
Saved in:
8
Special issue on sales and customer development
Sharma, Arun
(
ed.
);
Syam, Niladri
(
ed.
)
-
2018
Persistent link: https://www.econbiz.de/10011822256
Saved in:
9
Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri
;
Sharma, Arun
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
Saved in:
10
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
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