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~person:"Hartmann, Nathaniel N."
~person:"Rapp, Adam"
~person:"Rutherford, Brian N."
~person:"Wieseke, Jan"
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Search: subject_exact:"Sales personnel"
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Salespeople
75
Verkaufspersonal
75
Selling
25
Verkauf
25
Beziehungsmarketing
22
Relationship marketing
22
Arbeitszufriedenheit
14
Job satisfaction
14
Customer satisfaction
11
Kundenzufriedenheit
11
Consumer behaviour
10
Konsumentenverhalten
10
Arbeitsleistung
8
Employee retention
8
Job performance
8
Mitarbeiterbindung
8
B-to-B-Marketing
7
Business-to-business marketing
7
Emotion
7
Dienstleistungsqualität
6
Sales performance
6
Service quality
6
Arbeitsverhalten
5
Burnout
5
Dienstleistungssektor
5
Einzelhandel
5
Erfolgsfaktor
5
Leistungsmotivation
5
Retail trade
5
Service industry
5
Success factor
5
USA
5
United States
5
Work behaviour
5
Work motivation
5
Führungsstil
4
Leadership style
4
Lieferantenmanagement
4
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4
Persönlichkeitspsychologie
4
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71
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English
73
German
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Hartmann, Nathaniel N.
Rapp, Adam
Rutherford, Brian N.
Wieseke, Jan
Agnihotri, Raj
35
Ahearne, Michael
35
Bolander, Willy
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
Chaker, Nawar N.
19
Johnson, Jeff S.
19
Rangarajan, Deva
19
Schwepker, Charles H. <Jr.>
19
Guenzi, Paolo
17
Itani, Omar S.
17
Marshall, Greg W.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Plouffe, Christopher R.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
Haas, Alexander
13
Hochstein, Bryan
13
Lee, Nick
13
Madhani, Pankaj M.
13
DeCarlo, Thomas E.
12
Dugan, Riley
12
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The journal of personal selling & sales management : JPSSM
10
Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of the Academy of Marketing Science
8
Journal of business research : JBR
6
Journal of personal selling & sales management
6
Journal of retailing
4
Journal of marketing
3
Journal of marketing theory and practice
3
Journal of service research
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
The journal of business & industrial marketing
2
Bringing technology to market: trends, cases, solutions
1
Business horizons
1
Decision sciences : DS
1
Journal of air transport management
1
Journal of business ethics : JBE
1
Journal of business ethics : JOBE
1
Journal of business-to-business marketing
1
Journal of marketing channels : ... distribution systems, strategy, and management
1
Journal of marketing research : JMR
1
Journal of marketing theory and practice : JMTP
1
Journal of service research : JSR
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
The marketing review
1
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ECONIS (ZBW)
75
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75
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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
Stages of the international industrial sales process
Rutherford, Brian N.
;
Matthews, Ryan L.
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
Saved in:
3
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:
4
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
5
Team selling : a review, implications, and an agenda for sales team research
Rapp, Adam
;
Rapp, Tammy
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 289-306
Persistent link: https://www.econbiz.de/10014447832
Saved in:
6
Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.
;
Rutherford, Brian N.
;
Wu, Gavin Jiayun
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
Saved in:
7
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
8
International industrial selling : demands, resources, and burnout
Matthews, Ryan L.
;
Rutherford, Brian N.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 321-334
Persistent link: https://www.econbiz.de/10013417387
Saved in:
9
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
10
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
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