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~person:"Ogilvie, Jessica"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Erfolgsfaktor"
~subject:"Organizational identification"
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Erfolgsfaktor
Organizational identification
Selling
17
Verkauf
17
Salespeople
15
Verkaufspersonal
15
Beziehungsmarketing
6
Relationship marketing
6
B-to-B-Marketing
4
Business-to-business marketing
4
Sales performance
4
Success factor
4
Dienstleistungssektor
3
Employee retention
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Führungsstil
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Leadership style
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Consumer behaviour
2
Customer satisfaction
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Emotion
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Field sales force
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Forecast
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Job performance
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Personal selling
2
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Persönlichkeitspsychologie
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personal selling
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Ogilvie, Jessica
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
Hase, Stefan
2
Haumann, Till
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
Müller, Michael
2
Panas, Jerold
2
Peesker, Karen M.
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Peng, Norman
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Industrial marketing management : the international journal for industrial and high-tech firms
2
Business horizons
1
Journal of retailing
1
Journal of the Academy of Marketing Science
1
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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
Sales leadership icons and models : how comic book superheroes would make great sales leaders
Rapp, Adam
;
Ogilvie, Jessica
;
Bachrach, Daniel G.
- In:
Business horizons
58
(
2015
)
3
,
pp. 261-274
Persistent link: https://www.econbiz.de/10011286509
Saved in:
4
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
5
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
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