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~person:"Hochstein, Bryan"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
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Salespeople
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Hochstein, Bryan
Agnihotri, Raj
16
Itani, Omar S.
14
Rutherford, Brian N.
13
Wieseke, Jan
13
Chaker, Nawar N.
12
Singh, Ramendra
12
Homburg, Christian
10
Rapp, Adam
10
Schwepker, Charles H. <Jr.>
10
Ahearne, Michael
9
Alavi, Sascha
9
Friend, Scott B.
9
Schmitz, Christian
9
Park, Jungkun
8
Guenzi, Paolo
7
Jaramillo, Fernando
7
Johnson, Jeff S.
7
Lam, Son K.
7
Rangarajan, Deva
7
Rodriguez, Michael
7
Zablah, Alex R.
7
Bush, Alan J.
6
Evans, Kenneth R.
6
Habel, Johannes
6
Jones, Eli
6
Moncrief, William C.
6
Tanner, John F.
6
Terho, Harri
6
Essl, Andrea
5
Gabler, Colin B.
5
Haas, Alexander
5
Hughes, Douglas E.
5
Kalra, Ashish
5
Klarmann, Martin
5
Kosfeld, Michael
5
Koshy, Abraham
5
Kröll, Markus
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Journal of personal selling & sales management
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business research : JBR
1
Journal of marketing
1
The journal of business & industrial marketing
1
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The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
2
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
3
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
4
Gritting their teeth to close the sale : the positive effect of salesperson grit on job satisfaction and performance
Dugan, Riley
;
Hochstein, Bryan
;
Rouziou, Maria
; …
- In:
Journal of personal selling & sales management
39
(
2019
)
1
,
pp. 81-101
Persistent link: https://www.econbiz.de/10012200858
Saved in:
5
"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
Holmes, Yvette M.
;
Beitelspacher, Lauren Skinner
; …
- In:
Journal of business research : JBR
78
(
2017
),
pp. 81-92
Persistent link: https://www.econbiz.de/10011736241
Saved in:
6
Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.
;
Bolander, Willy
;
Cote, Joseph A.
; …
- In:
Journal of marketing
80
(
2016
)
1
,
pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
Saved in:
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