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~person:"Bornemann, Torsten"
~person:"Hochstein, Bryan"
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Search: subject_exact:"Vertriebsmitarbeiterinnen"
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Salespeople
15
Verkaufspersonal
15
Beziehungsmarketing
6
Relationship marketing
6
Selling
6
Verkauf
6
Consumer behaviour
5
Konsumentenverhalten
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performance
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Bornemann, Torsten
Hochstein, Bryan
Ahearne, Michael
36
Agnihotri, Raj
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Rutherford, Brian N.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Rangarajan, Deva
19
Schwepker, Charles H. <Jr.>
19
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Marshall, Greg W.
16
Plouffe, Christopher R.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Haas, Alexander
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
Hartmann, Nathaniel N.
12
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Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of business research : JBR
3
Journal of personal selling & sales management : JPSSM
3
Journal of marketing
2
Journal of the Academy of Marketing Science
2
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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1
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
2
The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
3
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:
4
Can't leave it at home? : the effects of personal stress on burnout and salesperson performance
Peasley, Michael C.
;
Hochstein, Bryan
;
Britton, Benjamin P.
- In:
Journal of business research : JBR
117
(
2020
),
pp. 58-70
Persistent link: https://www.econbiz.de/10012285294
Saved in:
5
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
6
Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei
;
Hochstein, Bryan
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
117
(
2020
),
pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
Saved in:
7
Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Allen, Alexis M.
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
2
,
pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
Saved in:
8
Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff
;
Hochstein, Bryan
;
Christenson, Brett
; …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
Saved in:
9
Gritting their teeth to close the sale : the positive effect of salesperson grit on job satisfaction and performance
Dugan, Riley
;
Hochstein, Bryan
;
Rouziou, Maria
; …
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
1
,
pp. 81-101
Persistent link: https://www.econbiz.de/10012200858
Saved in:
10
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
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