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~person:"Hughes, Douglas E."
~person:"Panagopoulos, Nikolaos G."
~type:"article"
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Salespeople
32
Verkaufspersonal
32
Selling
15
Verkauf
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B-to-B-Marketing
6
Beziehungsmarketing
6
Business-to-business marketing
6
Relationship marketing
6
Arbeitsverhalten
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Lieferantenmanagement
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Supplier relationship management
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Personal selling
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Hughes, Douglas E.
Panagopoulos, Nikolaos G.
Agnihotri, Raj
36
Rapp, Adam
24
Ahearne, Michael
23
Bolander, Willy
22
Wieseke, Jan
22
Jaramillo, Fernando
21
Friend, Scott B.
20
Rutherford, Brian N.
20
Alavi, Sascha
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Chaker, Nawar N.
18
Rangarajan, Deva
18
Itani, Omar S.
17
Pullins, Ellen
17
Evans, Kenneth R.
16
Habel, Johannes
16
Plouffe, Christopher R.
16
Schmitz, Christian
16
Guenzi, Paolo
15
Hochstein, Bryan
14
Lam, Son K.
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Bush, Alan J.
13
Dugan, Riley
13
Zablah, Alex R.
13
DeCarlo, Thomas E.
12
Lee, Nick
12
Singh, Ramendra
12
Haas, Alexander
11
Hartmann, Nathaniel N.
11
Homburg, Christian
11
Onyemah, Vincent
11
Rouziou, Maria
11
Bagozzi, Richard P.
10
Deeter-Schmelz, Dawn R.
10
Dubinsky, Alan J.
10
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Industrial marketing management : the international journal for industrial and high-tech firms
7
Journal of the Academy of Marketing Science
7
Journal of marketing
5
The journal of personal selling & sales management : JPSSM
4
Journal of service research
2
Marketing letters : a journal of research in marketing
2
The international journal of human resource management
2
Journal of business research : JBR
1
Journal of marketing research : JMR
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Journal of personal selling & sales management
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ECONIS (ZBW)
33
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1
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:
2
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:
3
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
4
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
5
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
6
When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.
;
Petersen, J. Andrew
;
Hughes, Douglas E.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
Saved in:
7
Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan
;
Mengüç, Bülent
;
Panagopoulos, Nikolaos G.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
Saved in:
8
When sales becomes service : the evolution of the professional selling role and an organic model of frontline ambidexterity
Hughes, Douglas E.
;
Ogilvie, Jessica L.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 22-32
Persistent link: https://www.econbiz.de/10012183577
Saved in:
9
Firm actions to develop an ambidextrous sales force
Panagopoulos, Nikolaos G.
;
Rapp, Adam
;
Pimentel, Michael A.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 87-104
Persistent link: https://www.econbiz.de/10012183607
Saved in:
10
Understanding the theory and practice of team selling : an introduction to the special section and recommendations on advancing sales team research
Mullins, Ryan R.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 1-3
Persistent link: https://www.econbiz.de/10012004131
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