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~person:"Evans, Kenneth R."
~person:"Habel, Johannes"
~person:"Johnson, Jeff S."
~subject:"Salespeople"
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Salespeople
Verkaufspersonal
51
Selling
32
Verkauf
32
Beziehungsmarketing
12
Relationship marketing
12
USA
9
United States
9
B-to-B-Marketing
7
Business-to-business marketing
7
sales management
7
Arbeitszufriedenheit
5
Job satisfaction
5
Personal selling
5
Sales promotion
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Verkaufsförderung
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salesperson
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Arbeitsleistung
4
Job performance
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Marketing
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Physical distribution
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Vertrieb
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Artificial intelligence
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Compensation system
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Consumer behaviour
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Customer satisfaction
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Incentives
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Konsumentenverhalten
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Kundenzufriedenheit
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Künstliche Intelligenz
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Leistungsmotivation
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Lieferantenmanagement
3
Market research
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Marktforschung
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Motivation
3
Qualitative
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Sales
3
Sales management
3
Supplier relationship management
3
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49
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50
German
1
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Evans, Kenneth R.
Habel, Johannes
Johnson, Jeff S.
Agnihotri, Raj
36
Ahearne, Michael
36
Rapp, Adam
28
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
Rangarajan, Deva
19
Schwepker, Charles H. <Jr.>
19
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
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
Hochstein, Bryan
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Dugan, Riley
13
Haas, Alexander
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Hartmann, Nathaniel N.
12
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The journal of personal selling & sales management : JPSSM
14
Journal of business research : JBR
7
Journal of the Academy of Marketing Science
6
Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of personal selling & sales management
5
Journal of marketing
2
The Oxford handbook of strategic sales and sales management
2
AMS review : official publication of the Academy of Marketing Science
1
California management review
1
European journal of marketing : EJM
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing theory and practice
1
Journal of marketing theory and practice : JMTP
1
Journal of retailing and consumer services
1
Journal of service research
1
Marketing : ZFP ; journal of research and management
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
51
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1
A theory of predictive sales analytics adoption
Habel, Johannes
;
Alavi, Sascha
;
Heinitz, Nicolas
- In:
AMS review : official publication of the Academy of …
13
(
2023
)
1/2
,
pp. 34-54
Persistent link: https://www.econbiz.de/10014327814
Saved in:
2
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
4
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
5
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
6
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
7
The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.
;
Malshe, Avinash
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
Saved in:
8
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:
9
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
10
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
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