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~person:"Habel, Johannes"
~person:"Schmitz, Christian"
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Search: subject:"Verkauf"
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Selling
23
Verkauf
23
Salespeople
19
Verkaufspersonal
19
Beziehungsmarketing
8
Relationship marketing
8
B-to-B-Marketing
7
Business-to-business marketing
7
sales management
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5
Lieferantenmanagement
4
Supplier relationship management
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Digitalisierung
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business-to-business marketing
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personal selling
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Habel, Johannes
Schmitz, Christian
Belz, Christian
29
Holland, Heinrich
25
Krafft, Manfred
25
Marshall, Greg W.
21
Agnihotri, Raj
20
Mann, Andreas
20
Ahearne, Michael
19
Cron, William L.
18
Kleinaltenkamp, Michael
18
Kreutzer, Ralf T.
18
Alavi, Sascha
17
Sickel, Christian
17
Albers, Sönke
16
Johnson, Jeff S.
16
Bänsch, Axel
15
Lee, Nick
15
Franses, Philip Hans
14
Greff, Günter
14
Johnston, Mark W.
14
Link, Jörg
14
Madhani, Pankaj M.
14
Pullins, Ellen
14
Wieseke, Jan
14
Dallmer, Heinz
13
DeCarlo, Thomas E.
13
Homburg, Christian
13
Künzler, Hans-Peter
13
Lane, Nikala
13
Schwarz, Torsten
13
Svensson, Göran
13
Tanner, John F.
13
Wage, Jan L.
13
Dalrymple, Douglas J.
12
Friend, Scott B.
12
Guenzi, Paolo
12
Ingram, Thomas N.
12
Mantrala, Murali K.
12
Moncrief, William C.
12
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Journal of personal selling & sales management : JPSSM
7
Journal of marketing
3
Journal of the Academy of Marketing Science
3
AMS review : official publication of the Academy of Marketing Science
1
California management review
1
Customer Management : Vertriebs- und Servicekonzepte der Zukunft
1
Dialogmarketing 'revisited'
1
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
Marketing : ZFP ; journal of research and management
1
Schriften zu Dialogmarketing 'revisited'
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
24
USB Cologne (EcoSocSci)
1
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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
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
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 : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
7
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
8
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
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 human side of digital transformation in sales : review & future paths : editorial
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 83-86
Persistent link: https://www.econbiz.de/10012584517
Saved in:
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