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~person:"Guenzi, Paolo"
~person:"Rodriguez, Michael"
~subject:"Europa"
~subject:"Physical distribution"
~subject:"Relationship marketing"
~subject:"Verkauf"
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Search: subject_exact:"Salespersons"
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Europa
Physical distribution
Relationship marketing
Verkauf
Salespeople
26
Verkaufspersonal
26
Selling
14
Beziehungsmarketing
12
Sales
6
B-to-B-Marketing
5
Business-to-business marketing
5
Absatz
4
CRM
4
Firm performance
3
Social Web
3
Social web
3
Unternehmenserfolg
3
Adaptive selling
2
Arbeitszufriedenheit
2
Capability approach
2
Capability-Ansatz
2
Digitalisierung
2
Digitization
2
Dynamic capabilities
2
Dynamische Kompetenzen
2
Führungsstil
2
Humor
2
Internet marketing
2
Job satisfaction
2
Leadership style
2
Learning organization
2
Lernende Organisation
2
Marketing management
2
Marketingmanagement
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Sales capabilities
2
Sales performance
2
Social media
2
Stress
2
Work stress
2
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Undetermined
10
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Article
18
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1
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17
Aufsatz in Zeitschrift
17
Aufsatz im Buch
1
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1
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1
Collection of articles of several authors
1
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1
Sammelwerk
1
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Language
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English
19
Author
All
Guenzi, Paolo
Rodriguez, Michael
Agnihotri, Raj
24
Ahearne, Michael
21
Alavi, Sascha
17
Wieseke, Jan
17
Rapp, Adam
16
Johnson, Jeff S.
14
Schmitz, Christian
14
Habel, Johannes
13
Homburg, Christian
13
Hughes, Douglas E.
13
Friend, Scott B.
12
Itani, Omar S.
12
Rangarajan, Deva
12
Singh, Ramendra
12
Bolander, Willy
11
Bush, Alan J.
10
Chaker, Nawar N.
10
Haas, Alexander
10
Schwepker, Charles H. <Jr.>
10
Zablah, Alex R.
10
Evans, Kenneth R.
9
Hochstein, Bryan
9
Lam, Son K.
9
Lee, Nick
9
Marshall, Greg W.
9
Plouffe, Christopher R.
9
Pullins, Ellen
9
Terho, Harri
9
Jaramillo, Fernando
8
Kraus, Florian
8
Moncrief, William C.
8
Rodríguez, Rocío
8
Sharma, Arun
8
Svensson, Göran
8
Good, Valerie
7
Panagopoulos, Nikolaos G.
7
Peltier, James
7
Tanner, John F.
7
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of business research : JBR
2
Journal of business-to-business marketing
2
California management review
1
European journal of marketing : EJM
1
International journal of business innovation and research
1
International journal of electronic customer relationship management : IJECRM
1
Journal of marketing analytics : JMA
1
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
1
Journal of the Academy of Marketing Science
1
Sales management : a multinational perspective
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
19
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1
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo
;
Nijssen, E. J.
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 346-359
Persistent link: https://www.econbiz.de/10012322086
Saved in:
2
The impact of mobile customer relationship management (mCRM) on sales collaboration and sales performance
Rodriguez, Michael
;
Boyer, Stefanie
- In:
Journal of marketing analytics : JMA
8
(
2020
)
3
,
pp. 137-148
Persistent link: https://www.econbiz.de/10012296869
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
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:
5
Impact of CRM technology on sales process behaviors : empirical results from US, Europe, and Asia
Rodriguez, Michael
;
Peterson, Robert M.
;
Krishnan, …
- In:
Journal of business-to-business marketing
25
(
2018
)
1
,
pp. 1-10
Persistent link: https://www.econbiz.de/10011847802
Saved in:
6
Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India
Agnihotri, Raj
;
Trainor, Kevin J.
;
Itani, Omar S.
; …
- In:
Journal of business research : JBR
81
(
2017
),
pp. 144-154
Persistent link: https://www.econbiz.de/10011771648
Saved in:
7
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:
8
The dual mechanism of sales capabilities in influencing organizational performance
Guenzi, Paolo
;
Sajtos, Laszlo
;
Troilo, Gabriele
- In:
Journal of business research : JBR
69
(
2016
)
9
,
pp. 3707-3713
Persistent link: https://www.econbiz.de/10011515242
Saved in:
9
The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
Saved in:
10
Preliminary investigation of entertainment strategies involving alcohol : implications for professional sales education and training in business markets
Rodriguez, Michael
;
Honeycutt, Earl D.
;
Ragland, Charles
- In:
Journal of business-to-business marketing
22
(
2015
)
4
,
pp. 257-268
Persistent link: https://www.econbiz.de/10011432738
Saved in:
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