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~person:"D'Alessandro, Steven"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Erfolgsfaktor"
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Arbeitsleistung
Erfolgsfaktor
Selling
15
Verkauf
15
Salespeople
13
Verkaufspersonal
13
B-to-B-Marketing
5
Beziehungsmarketing
5
Business-to-business marketing
5
Relationship marketing
5
Sales performance
5
Success factor
4
Employee retention
3
Mitarbeiterbindung
3
Außendienst
2
Business start-up
2
Consumer behaviour
2
Creative selling
2
Customer satisfaction
2
Dienstleistungssektor
2
Entrepreneurship
2
Entrepreneurship approach
2
Field sales force
2
Forecast
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Forecasting model
2
Führungsstil
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Konsumentenverhalten
2
Kundenzufriedenheit
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Leadership style
2
Organizational identification
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Sales innovativeness
2
Service industry
2
Unternehmensgründung
2
personal selling
2
Anreiz
1
Arbeitsgruppe
1
B2B selling
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D'Alessandro, Steven
Wieseke, Jan
Zoltners, Andris A.
6
Bolander, Willy
5
Homburg, Christian
5
Lorimer, Sally E.
5
Sinha, Prabhakant
5
Ahearne, Michael
4
Dannenberg, Holger
4
Gitomer, Jeffrey
4
Otero-Neira, Carmen
4
Rodríguez, Rocío
4
Ross, Aaron
4
Ryals, Lynette J.
4
Svensson, Göran
4
Zupancic, Dirk
4
Adamson, Brent
3
Dixon, Matthew
3
Høgevold, Nils
3
Jaramillo, Fernando
3
Lemkin, Jason
3
Plouffe, Christopher R.
3
Sahay, Dharmendra
3
Shastri, Arun
3
Zablah, Alex R.
3
Agnihotri, Raj
2
Allen, George
2
Anderson, Rolph E.
2
Badrinarayanan, Vishag
2
Busch, Corinna
2
Chen, Annie Huiling
2
Edwards, John
2
Evans, Kenneth R.
2
Goad, Emily A.
2
Haas, Alexander
2
Hase, Stefan
2
Hochstein, Bryan
2
Iacobucci, Dawn
2
Iannarino, Anthony
2
Klarmann, Martin
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Journal of business research : JBR
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
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1
Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions : improving B2B sales performance
Edwards, John
;
Miles, Morgan P.
;
D'Alessandro, Steven
; …
- In:
Journal of business research : JBR
157
(
2023
),
pp. 1-9
Persistent link: https://www.econbiz.de/10014227814
Saved in:
2
Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions
Edwards, John
;
Miles, Morgan P.
;
D'Alessandro, Steven
; …
- In:
Journal of business research : JBR
142
(
2022
),
pp. 585-593
Persistent link: https://www.econbiz.de/10013168421
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
5
Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
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