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~person:"Habel, Johannes"
~person:"Lee, Nick"
~person:"Marshall, Greg W."
~subject:"Leadership"
~subject:"Verkaufspersonal"
~type_genre:"Article in journal"
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Search: subject_exact:"Verkaufsberufe"
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Leadership
Verkaufspersonal
Salespeople
36
Selling
24
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9
Relationship marketing
9
Artificial intelligence
6
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sales management
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Habel, Johannes
Lee, Nick
Marshall, Greg W.
Agnihotri, Raj
35
Rapp, Adam
24
Ahearne, Michael
22
Wieseke, Jan
22
Bolander, Willy
21
Jaramillo, Fernando
21
Friend, Scott B.
20
Alavi, Sascha
19
Johnson, Jeff S.
19
Rutherford, Brian N.
19
Chaker, Nawar N.
18
Hughes, Douglas E.
18
Rangarajan, Deva
18
Schwepker, Charles H. <Jr.>
18
Itani, Omar S.
17
Pullins, Ellen
17
Plouffe, Christopher R.
16
Schmitz, Christian
16
Evans, Kenneth R.
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bush, Alan J.
13
Guenzi, Paolo
13
Hochstein, Bryan
13
Lam, Son K.
13
Zablah, Alex R.
13
Dugan, Riley
12
Hartmann, Nathaniel N.
12
DeCarlo, Thomas E.
11
Haas, Alexander
11
Homburg, Christian
11
Flaherty, Karen E.
10
Gabler, Colin B.
10
Onyemah, Vincent
10
Rouziou, Maria
10
Tanner, John F.
10
Vieira, Valter Afonso
10
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The journal of personal selling & sales management : JPSSM
8
Journal of personal selling & sales management
6
Journal of business research : JBR
4
Journal of the Academy of Marketing Science
4
Journal of business ethics : JOBE
2
Journal of marketing
2
AMS review : official publication of the Academy of Marketing Science
1
Business horizons
1
California management review
1
European journal of marketing : EJM
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of services technology and management
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Journal of marketing management : MM
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Marketing : ZFP ; journal of research and management
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The journal of business & industrial marketing
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The journal of product innovation management : an international publication of the Product Development & Management Association
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ECONIS (ZBW)
36
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10
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36
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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
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:
6
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes
Hall, Kelly R.
;
Harrison, Dana E.
;
Ajjan, Haya
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
9
,
pp. 1787-1801
Persistent link: https://www.econbiz.de/10013401974
Saved in:
7
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:
8
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
Saved in:
9
Variable compensation and salesperson health
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of marketing
85
(
2021
)
3
,
pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
Saved in:
10
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
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