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~person:"Habel, Johannes"
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Selling
13
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13
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5
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5
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4
sales management
4
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adaptive selling
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inspirational appeals
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personal selling
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selling
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Habel, Johannes
Marshall, Greg W.
21
Agnihotri, Raj
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
16
Schmitz, Christian
16
Wieseke, Jan
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Guenzi, Paolo
13
Johnston, Mark W.
13
Lane, Nikala
13
Svensson, Göran
13
Friend, Scott B.
12
Homburg, Christian
12
Moncrief, William C.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Sinha, Prabhakant
12
Terho, Harri
12
Zoltners, Andris A.
12
Albers, Sönke
11
Bush, Alan J.
11
Cron, William L.
11
Hughes, Douglas E.
11
Lorimer, Sally E.
11
Panagopoulos, Nikolaos G.
11
DeCarlo, Thomas E.
10
Plouffe, Christopher R.
10
Belz, Christian
9
Bolander, Willy
9
Haas, Alexander
9
Jaramillo, Fernando
9
Malshe, Avinash
9
Badrinarayanan, Vishag
8
Bulow, Jeremy
8
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Journal of personal selling & sales management
4
Journal of the Academy of Marketing Science
3
AMS review : official publication of the Academy of Marketing Science
1
California management review
1
Journal of business research : JBR
1
Journal of marketing
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
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ECONIS (ZBW)
13
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1
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:
2
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:
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
The human side of digital transformation in sales : review & future paths : editorial
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 83-86
Persistent link: https://www.econbiz.de/10012584517
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
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
Saved in:
8
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:
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
Saved in:
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