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~person:"Evans, Kenneth R."
~person:"Flaherty, Karen E."
~person:"Gordon, Geoffrey L."
~person:"Lam, Son K."
~subject:"Kommunikation"
~subject:"United States"
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Search: subject_exact:"Sales personnel"
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Kommunikation
United States
Salespeople
45
Verkaufspersonal
45
Selling
14
Verkauf
14
Beziehungsmarketing
12
Relationship marketing
12
USA
11
Arbeitsleistung
6
Job performance
6
Leistungsmotivation
6
Work motivation
6
B-to-B-Marketing
5
Business-to-business marketing
5
Consumer behaviour
5
Konsumentenverhalten
5
Customer satisfaction
4
Kundenzufriedenheit
4
Marketing management
4
Marketingmanagement
4
Theorie
4
Theory
4
Arbeitsgruppe
3
Arbeitsverhalten
3
Arbeitszufriedenheit
3
Dienstleistungsqualität
3
Job satisfaction
3
Lieferantenmanagement
3
Market research
3
Marktforschung
3
Narrative Methode
3
Narrative method
3
Sales promotion
3
Service quality
3
Supplier relationship management
3
Team
3
Verkaufsförderung
3
Work behaviour
3
Agency theory
2
Betriebsklima
2
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English
13
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Evans, Kenneth R.
Flaherty, Karen E.
Gordon, Geoffrey L.
Lam, Son K.
Malshe, Avinash
6
Johnson, Jeff S.
4
Lee, Nick
4
Arndt, Aaron D.
3
Futrell, Charles M.
3
Gilliam, David A.
3
Mallin, Michael L.
3
Plouffe, Christopher R.
3
Ridnour, Rick E.
3
Schwepker, Charles H. <Jr.>
3
Shepherd, C. David
3
Ahearne, Michael
2
Arndt, Aaron
2
Avery, Derek R.
2
Baker, Thomas L.
2
Beuk, Frederik
2
Chonko, Lawrence B.
2
Chung, Doug J.
2
Comer, Lucette B.
2
Daljord, Oystein
2
Deeter-Schmelz, Dawn R.
2
Delpechitre, Duleep
2
Dubinsky, Alan J.
2
Flaherty, Karen
2
Fournier, Christophe
2
Friend, Scott B.
2
Ghosh, Mrinal K.
2
Habel, Johannes
2
Hamwi, G. Alexander
2
Hansen, Jared M.
2
Herndl, Karl
2
Ishida, Chiharu
2
Karande, Kiran
2
Lafontaine, Francine
2
Lambe, C. Jay
2
Lambert, Brian
2
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of the Academy of Marketing Science
2
The journal of personal selling & sales management : JPSSM
2
American journal of business : applying research to practice ; AJB
1
Journal of business research : JBR
1
Journal of marketing
1
Journal of marketing theory and practice : JMTP
1
The international review of retail, distribution and consumer research
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
13
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1
Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona
;
Arnold, Todd J.
;
McAmis, Gregory T.
; …
- In:
Journal of marketing theory and practice : JMTP
29
(
2021
)
3
,
pp. 271-288
Persistent link: https://www.econbiz.de/10012607651
Saved in:
2
Who do I look at? : mutual gaze in triadic sales encounters
Arndt, Aaron D.
;
Khoshghadam, Leila
;
Evans, Kenneth R.
- In:
Journal of business research : JBR
111
(
2020
),
pp. 91-101
Persistent link: https://www.econbiz.de/10012237782
Saved in:
3
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
4
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
5
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie
;
La Rocca, Antonella
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Saved in:
6
The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron
;
Evans, Kenneth R.
;
Landry, Timothy D.
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
1
,
pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
Saved in:
7
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.
;
Pappas, James M.
;
Allison, Lee
- In:
Industrial marketing management : the international …
43
(
2014
)
2
,
pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
Saved in:
8
The dimensions of storytelling by retail salespeople
Gilliam, David A.
;
Flaherty, Karen E.
;
Rayburn, Steven W.
- In:
The international review of retail, distribution and …
24
(
2014
)
2
,
pp. 231-241
Persistent link: https://www.econbiz.de/10010367004
Saved in:
9
The interactive effects of sales control systems on salesperson performance : a job demands-resources perspective
Miao, C. Fred
;
Evans, Kenneth R.
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 73-90
Persistent link: https://www.econbiz.de/10009719768
Saved in:
10
The training of sales managers : current practice
Gordon, Geoffrey L.
;
Sepherd, C. David
;
Lambert, Brian
; …
- In:
The journal of business & industrial marketing
27
(
2012
)
8
,
pp. 659-672
Persistent link: https://www.econbiz.de/10009687253
Saved in:
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