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~person:"Habel, Johannes"
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Selling
14
Verkauf
14
Salespeople
13
Verkaufspersonal
13
Beziehungsmarketing
5
Personal selling
5
Relationship marketing
5
sales management
4
Artificial intelligence
3
B-to-B-Marketing
3
Business-to-business marketing
3
Künstliche Intelligenz
3
Sales management
3
Consumer behaviour
2
Digitalisierung
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Digitization
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Einzelhandel
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Incentives
2
Konsumentenverhalten
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Leadership
2
Negotiations
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
Retail trade
2
Sales
2
Sales promotion
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Verhandlungen
2
Verkaufsförderung
2
adaptive selling
2
digital transformation
2
inspirational appeals
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personal selling
2
selling
2
ADAPTS
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Advanced analytics
1
Anreiz
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Artificial Intelligence
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B2B
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Bargaining theory
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14
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Habel, Johannes
Marshall, Greg W.
22
Agnihotri, Raj
20
Ahearne, Michael
20
Cron, William L.
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Lane, Nikala
14
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
DeCarlo, Thomas E.
13
Guenzi, Paolo
13
Johnston, Mark W.
13
Moncrief, William C.
13
Rapp, Adam
13
Schiffman, Stephan
13
Sickel, Christian
13
Svensson, Göran
13
Wieseke, Jan
13
Belz, Christian
12
Dalrymple, Douglas J.
12
Friend, Scott B.
12
Homburg, Christian
12
Rangarajan, Deva
12
Sharma, Arun
12
Tanner, John F.
12
Terho, Harri
12
Bush, Alan J.
11
Futrell, Charles M.
11
Hughes, Douglas E.
11
Ingram, Thomas N.
11
Panagopoulos, Nikolaos G.
11
Plouffe, Christopher R.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bolander, Willy
9
Haas, Alexander
9
Jaramillo, Fernando
9
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Journal of personal selling & sales management : JPSSM
4
Journal of the Academy of Marketing Science
4
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
1
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ECONIS (ZBW)
14
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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
Research on sales and ethics : mapping the past and charting the future
Hartmann, Nathaniel N.
;
Wieland, Heiko
;
Gustafson, Brandon
- In:
Journal of the Academy of Marketing Science
52
(
2024
)
3
,
pp. 653-671
Persistent link: https://www.econbiz.de/10015047926
Saved in:
5
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:
6
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
7
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:
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 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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