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~person:"D'Alessandro, Steven"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Erfolgsfaktor"
~subject:"Organizational identification"
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Erfolgsfaktor
Organizational identification
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
2
Forecasting model
2
Führungsstil
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leadership style
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Sales innovativeness
2
Service industry
2
Unternehmensgründung
2
personal selling
2
Anreiz
1
Arbeitsgruppe
1
Arbeitsleistung
1
B2B selling
1
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D'Alessandro, Steven
Wieseke, Jan
Zoltners, Andris A.
6
Homburg, Christian
5
Lorimer, Sally E.
5
Sinha, Prabhakant
5
Ahearne, Michael
4
Bolander, Willy
4
Dannenberg, Holger
4
Gitomer, Jeffrey
4
Ross, Aaron
4
Ryals, Lynette J.
4
Zupancic, Dirk
4
Adamson, Brent
3
Dixon, Matthew
3
Lemkin, Jason
3
Plouffe, Christopher R.
3
Sahay, Dharmendra
3
Shastri, Arun
3
Busch, Corinna
2
Chen, Annie Huiling
2
Edwards, John
2
Hase, Stefan
2
Haumann, Till
2
Iannarino, Anthony
2
Jaramillo, Fernando
2
Klarmann, Martin
2
Kleimeier, Peter
2
Klymshyn, John
2
Kraus, Florian
2
Lee, John
2
Lorenzo, David V.
2
Maier, Halina
2
Miles, Morgan P.
2
Müller, Michael
2
Ogilvie, Jessica
2
Panas, Jerold
2
Peesker, Karen M.
2
Peng, Norman
2
Pufahl, Mario
2
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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 retailing
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
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
5
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
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