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~person:"Rodríguez, Rocío"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Erfolgsfaktor"
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Arbeitsleistung
Erfolgsfaktor
Selling
21
Verkauf
21
Salespeople
19
Verkaufspersonal
19
B-to-B-Marketing
10
Business-to-business marketing
10
Beziehungsmarketing
7
Relationship marketing
7
Sales performance
7
Lieferantenmanagement
6
Supplier relationship management
6
Job performance
5
Dienstleistungssektor
4
Norway
4
Norwegen
4
Occupational qualification
4
Performance measurement
4
Performance-Messung
4
Qualifikation
4
Service industry
4
B2B
3
Customer satisfaction
3
Employee retention
3
Kundenzufriedenheit
3
Mitarbeiterbindung
3
Adaptiveness
2
Außendienst
2
Consumer behaviour
2
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2
Field sales force
2
Forecast
2
Forecasting model
2
Führungsstil
2
Internal environment
2
Interpersonal
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Rodríguez, Rocío
Wieseke, Jan
Zoltners, Andris A.
6
Bolander, Willy
5
Homburg, Christian
5
Lorimer, Sally E.
5
Sinha, Prabhakant
5
Ahearne, Michael
4
Dannenberg, Holger
4
Gitomer, Jeffrey
4
Otero-Neira, Carmen
4
Ross, Aaron
4
Ryals, Lynette J.
4
Svensson, Göran
4
Zupancic, Dirk
4
Adamson, Brent
3
Dixon, Matthew
3
Høgevold, Nils
3
Jaramillo, Fernando
3
Lemkin, Jason
3
Plouffe, Christopher R.
3
Sahay, Dharmendra
3
Shastri, Arun
3
Zablah, Alex R.
3
Agnihotri, Raj
2
Allen, George
2
Anderson, Rolph E.
2
Badrinarayanan, Vishag
2
Busch, Corinna
2
Chen, Annie Huiling
2
D'Alessandro, Steven
2
Edwards, John
2
Evans, Kenneth R.
2
Haas, Alexander
2
Hase, Stefan
2
Iacobucci, Dawn
2
Iannarino, Anthony
2
Klarmann, Martin
2
Kleimeier, Peter
2
Klymshyn, John
2
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European business review
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of organizational change management
1
Journal of the Academy of Marketing Science
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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1
Salespeople's sales performance skills in B2B of services firms : a cross-industrial study
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
European business review
36
(
2024
)
2
,
pp. 201-224
Persistent link: https://www.econbiz.de/10014513321
Saved in:
2
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
Journal of business-to-business marketing
28
(
2021
)
3
,
pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
Saved in:
3
The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío
;
Høgevold, Nils M.
;
Otero-Neira, Carmen
- In:
Journal of organizational change management
36
(
2023
)
1
,
pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
Saved in:
4
A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío
;
Høgevold, Nils
;
Otero-Neira, Carmen
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
1
,
pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
Saved in:
5
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:
6
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:
7
Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
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