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~person:"Müller, Michael"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Erfolgsfaktor"
~subject:"Organizational identification"
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Erfolgsfaktor
Organizational identification
Selling
15
Verkauf
15
Salespeople
13
Verkaufspersonal
13
Beziehungsmarketing
7
Relationship marketing
7
Success factor
4
B-to-B-Marketing
3
Business-to-business marketing
3
Employee retention
3
Mitarbeiterbindung
3
Sales performance
3
Außendienst
2
Consumer behaviour
2
Customer satisfaction
2
Dienstleistungssektor
2
Field sales force
2
Forecast
2
Forecasting model
2
Führungsstil
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leadership style
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
personal selling
2
Anreiz
1
Arbeitsgruppe
1
Arbeitsleistung
1
Bargaining theory
1
Bundling strategy
1
Business services
1
Competition
1
Decision
1
Decision strategy
1
Deutschland
1
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4
Arbeitspapier
1
Graue Literatur
1
Non-commercial literature
1
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1
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English
5
Author
All
Müller, Michael
Wieseke, Jan
Zoltners, Andris A.
6
Homburg, Christian
5
Lorimer, Sally E.
5
Sinha, Prabhakant
5
Ahearne, Michael
4
Bolander, Willy
4
Dannenberg, Holger
4
Gitomer, Jeffrey
4
Ross, Aaron
4
Ryals, Lynette J.
4
Zupancic, Dirk
4
Adamson, Brent
3
Dixon, Matthew
3
Lemkin, Jason
3
Plouffe, Christopher R.
3
Sahay, Dharmendra
3
Shastri, Arun
3
Busch, Corinna
2
Chen, Annie Huiling
2
D'Alessandro, Steven
2
Edwards, John
2
Goad, Emily A.
2
Hase, Stefan
2
Haumann, Till
2
Hochstein, Bryan
2
Iannarino, Anthony
2
Jaramillo, Fernando
2
Klarmann, Martin
2
Kleimeier, Peter
2
Klymshyn, John
2
Kraus, Florian
2
Lee, John
2
Lorenzo, David V.
2
Maier, Halina
2
Miles, Morgan P.
2
Ogilvie, Jessica
2
Panas, Jerold
2
Peesker, Karen M.
2
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
1
Journal of retailing
1
Journal of the Academy of Marketing Science
1
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
1
Source
All
ECONIS (ZBW)
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1
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:
2
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
3
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
4
When should the customer really be king? : on the optimum level of salesperson customer orientation in sales encounters
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
- In:
Journal of marketing
75
(
2011
)
2
,
pp. 55-74
Persistent link: https://www.econbiz.de/10008935843
Saved in:
5
When should the customer really be king? : on the optimum level of salesperson customer orientation in sales encounters
Homburg, Christian
;
Müller, Michael
;
Klarmann, Martin
-
2010
Persistent link: https://www.econbiz.de/10008933750
Saved in:
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