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~person:"Hughes, Douglas E."
~person:"Marshall, Greg W."
~person:"Rangarajan, Deva"
~source:"econis"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
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Search: subject_exact:"Verkaufsberufe"
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Salespeople
46
Verkaufspersonal
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26
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B-to-B-Marketing
11
Business-to-business marketing
11
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Hughes, Douglas E.
Marshall, Greg W.
Rangarajan, Deva
Agnihotri, Raj
35
Rapp, Adam
25
Ahearne, Michael
24
Bolander, Willy
22
Wieseke, Jan
22
Jaramillo, Fernando
21
Friend, Scott B.
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Johnson, Jeff S.
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Schwepker, Charles H. <Jr.>
20
Alavi, Sascha
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Chaker, Nawar N.
19
Habel, Johannes
17
Itani, Omar S.
17
Plouffe, Christopher R.
17
Pullins, Ellen
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Evans, Kenneth R.
16
Schmitz, Christian
16
Guenzi, Paolo
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Hochstein, Bryan
14
Lam, Son K.
14
Mallin, Michael L.
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Mulki, Jay P.
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Panagopoulos, Nikolaos G.
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13
DeCarlo, Thomas E.
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Hartmann, Nathaniel N.
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Lee, Nick
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Homburg, Christian
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Onyemah, Vincent
11
Singh, Ramendra
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10
Dubinsky, Alan J.
10
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Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of personal selling & sales management : JPSSM
7
The journal of personal selling & sales management : JPSSM
7
Journal of the Academy of Marketing Science
6
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3
The journal of business & industrial marketing
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Business horizons
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Marketing letters : a journal of research in marketing
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ECONIS (ZBW)
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1
AI in sales : Laying the foundations for future research
McClure, Colleen E.
;
Epler, Rhett T.
;
Schmitt, Laurianne
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 108-127
Persistent link: https://www.econbiz.de/10014575056
Saved in:
2
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
3
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
4
Preparing for, withstanding, and learning from sales crises : implications and a future research agenda
Dugan, Riley
;
Chaker, Nawar N.
;
Nowlin, Edward
; …
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
2
,
pp. 89-104
Persistent link: https://www.econbiz.de/10014293074
Saved in:
5
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
6
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
7
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
8
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes
Hall, Kelly R.
;
Harrison, Dana E.
;
Ajjan, Haya
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
9
,
pp. 1787-1801
Persistent link: https://www.econbiz.de/10013401974
Saved in:
9
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:
10
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
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