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~person:"Evans, Kenneth R."
~person:"Guenzi, Paolo"
~person:"Lee, Nick"
~subject:"Selling"
~subject:"Verkauf"
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Selling
Verkauf
Salespeople
48
Verkaufspersonal
46
Beziehungsmarketing
10
Relationship marketing
10
USA
8
United States
8
Sales
5
Adaptive selling
4
Arbeitsverhalten
4
Business ethics
4
Firm performance
4
Unternehmenserfolg
4
Unternehmensethik
4
Work behaviour
4
Absatz
3
Arbeitsleistung
3
Arbeitszufriedenheit
3
Computer-assisted marketing
3
Consumer behaviour
3
IT-gestütztes Marketing
3
Job performance
3
Job satisfaction
3
Konsumentenverhalten
3
Motivation
3
Physical distribution
3
Sales performance
3
Vertrieb
3
Arbeitsgruppe
2
Attitude
2
B-to-B-Marketing
2
B2B
2
Boundary spanners
2
Business-to-business marketing
2
Capability approach
2
Capability-Ansatz
2
Cognition
2
Comparison
2
Customer orientation
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English
25
Author
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Evans, Kenneth R.
Guenzi, Paolo
Lee, Nick
Ahearne, Michael
17
Agnihotri, Raj
15
Alavi, Sascha
14
Johnson, Jeff S.
14
Habel, Johannes
13
Rangarajan, Deva
11
Schmitz, Christian
11
Wieseke, Jan
11
Friend, Scott B.
10
Hughes, Douglas E.
10
Rapp, Adam
10
Bush, Alan J.
9
Marshall, Greg W.
9
Bolander, Willy
8
Plouffe, Christopher R.
8
Pullins, Ellen
8
Rodríguez, Rocío
8
Svensson, Göran
8
Terho, Harri
8
Hochstein, Bryan
7
Moncrief, William C.
7
Peltier, James
7
Sharma, Arun
7
Cron, William L.
6
Cummins, Shannon
6
Dugan, Riley
6
Good, Valerie
6
Haas, Alexander
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Kraus, Florian
6
Panagopoulos, Nikolaos G.
6
Syam, Niladri
6
Bonney, Leff
5
Claro, Danny Pimentel
5
DeCarlo, Thomas E.
5
Dingus, Rebecca
5
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The journal of personal selling & sales management : JPSSM
8
Journal of business research : JBR
5
European journal of marketing : EJM
2
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of the Academy of Marketing Science
2
California management review
1
Journal of business ethics : JOBE
1
Journal of personal selling & sales management : JPSSM
1
Sales management : a multinational perspective
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
25
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1
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
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
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
Saved in:
4
Three levels of ethical influences on selling behavior and performance : synergies and tensions
Kadic-Maglajlic, Selma
;
Micevski, Milena
;
Lee, Nick
; …
- In:
Journal of business ethics : JOBE
156
(
2019
)
2
,
pp. 377-397
Persistent link: https://www.econbiz.de/10012017534
Saved in:
5
Measurement in sales research
Hall, Zachary R.
(
ed.
);
Lee, Nick
(
ed.
)
-
2019
Persistent link: https://www.econbiz.de/10012200915
Saved in:
6
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
7
(Re) defining salesperson motivation : current status, main challenges, and research directions
Khusainova, Rushana
;
Jong, Ad de
;
Lee, Nick
;
Marshall, …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 2-29
Persistent link: https://www.econbiz.de/10011936232
Saved in:
8
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
9
Effects of top-performer rewards on fellow salespeople : a double-edged sword
Miao, C. Fred
;
Evans, Kenneth R.
;
Lie, Po-Chien
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 280-297
Persistent link: https://www.econbiz.de/10011794673
Saved in:
10
Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions : a multi-level approach
Kadic-Maglajlic, Selma
;
Micevski, Milena
; …
- In:
Journal of business research : JBR
80
(
2017
),
pp. 53-62
Persistent link: https://www.econbiz.de/10011771437
Saved in:
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