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~person:"Pullins, Ellen"
~person:"Wieseke, Jan"
~subject:"Selling"
~subject:"Verkaufspersonal"
~type_genre:"Article in journal"
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Selling
Verkaufspersonal
Beziehungsmarketing
26
Relationship marketing
26
Salespeople
15
Consumer behaviour
9
Konsumentenverhalten
9
Verkauf
9
Customer satisfaction
8
Kundenzufriedenheit
8
B-to-B-Marketing
4
Business-to-business marketing
4
Dienstleistungsqualität
4
Lieferantenmanagement
4
Service quality
4
Supplier relationship management
4
Deutschland
3
Employee retention
3
Germany
3
Mitarbeiterbindung
3
Reisevermittler
3
Travel agency
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Corporate culture
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Emotion
2
Erfolgsfaktor
2
Leadership
2
Sales performance
2
Service industry
2
Services marketing
2
Success factor
2
Unternehmenskultur
2
customer loyalty
2
Activation theory
1
Adaptive selling
1
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Article
15
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Article in journal
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15
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English
15
Author
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Pullins, Ellen
Wieseke, Jan
Agnihotri, Raj
16
Itani, Omar S.
12
Schwepker, Charles H. <Jr.>
10
Chaker, Nawar N.
9
Rapp, Adam
9
Rodriguez, Michael
9
Alavi, Sascha
8
Terho, Harri
8
Bush, Alan J.
7
Schmitz, Christian
7
Singh, Ramendra
7
Zablah, Alex R.
7
Habel, Johannes
6
Moncrief, William C.
6
Svensson, Göran
6
Friend, Scott B.
5
Guenzi, Paolo
5
Haas, Alexander
5
Homburg, Christian
5
Jaramillo, Fernando
5
Lam, Son K.
5
Udayana, Ida Bagus Nyoman
5
Ahearne, Michael
4
Bolander, Willy
4
Brown, Tom
4
Dubinsky, Alan J.
4
Good, Megan C.
4
Hochstein, Bryan
4
Hughes, Douglas E.
4
Iyer, Rajesh
4
Johlke, Mark C.
4
Johnson, Jeff S.
4
Jones, Eli
4
Kalra, Ashish
4
Palmatier, Robert W.
4
Rutherford, Brian N.
4
Tanner, John F.
4
Zang, Zhimei
4
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Journal of personal selling & sales management
4
Journal of the Academy of Marketing Science
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
The journal of personal selling & sales management : JPSSM
2
Journal of marketing
1
Journal of retailing
1
Journal of service research : JSR
1
Schmalenbach business review : sbr
1
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ECONIS (ZBW)
15
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1
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10
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15
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1
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
4
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:
5
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
6
Fostering collaborative mind-sets among customers : a transformative learning approach
Kaski, Timo
;
Alamäki, Ari
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
39
(
2019
)
1
,
pp. 42-59
Persistent link: https://www.econbiz.de/10012200854
Saved in:
7
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
8
Rapport building in authentic B2B sales interaction
Kaski, Timo
;
Niemi, Jarkko
;
Pullins, Ellen
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 235-252
Persistent link: https://www.econbiz.de/10011822589
Saved in:
9
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
10
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
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