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~person:"Rutherford, Brian N."
~person:"Schmitz, Christian"
~person:"Wieseke, Jan"
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Search: subject_exact:"Sales personnel"
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Salespeople
55
Verkaufspersonal
55
Selling
22
Verkauf
22
Beziehungsmarketing
19
Relationship marketing
19
B-to-B-Marketing
13
Business-to-business marketing
13
Arbeitszufriedenheit
12
Job satisfaction
12
Customer satisfaction
8
Kundenzufriedenheit
8
Employee retention
7
Mitarbeiterbindung
7
Consumer behaviour
6
Konsumentenverhalten
6
sales management
6
Burnout
5
Emotion
5
Lieferantenmanagement
5
Supplier relationship management
5
Führungsstil
4
Leadership style
4
Sales
4
Sales behaviour
4
Verkaufsverhalten
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Anforderungsprofil
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Arbeitsleistung
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Artificial intelligence
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Einzelhandel
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Erfolgsfaktor
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Job performance
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Künstliche Intelligenz
3
Leadership
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Leistungsmotivation
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Measurement
3
Messung
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English
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German
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Rutherford, Brian N.
Schmitz, Christian
Wieseke, Jan
Ahearne, Michael
36
Agnihotri, Raj
35
Rapp, Adam
28
Bolander, Willy
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Chaker, Nawar N.
20
Friend, Scott B.
20
Johnson, Jeff S.
20
Schwepker, Charles H. <Jr.>
20
Rangarajan, Deva
19
Guenzi, Paolo
17
Habel, Johannes
17
Itani, Omar S.
17
Marshall, Greg W.
17
Plouffe, Christopher R.
17
Pullins, Ellen
17
Singh, Ramendra
17
Evans, Kenneth R.
16
Homburg, Christian
16
Lam, Son K.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Hochstein, Bryan
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
Bagozzi, Richard P.
13
Bush, Alan J.
13
DeCarlo, Thomas E.
13
Haas, Alexander
13
Hartmann, Nathaniel N.
13
Lee, Nick
13
Madhani, Pankaj M.
13
Dugan, Riley
12
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Published in...
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Journal of the Academy of Marketing Science
8
Journal of marketing
6
Journal of personal selling & sales management : JPSSM
6
Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of business research : JBR
4
The journal of personal selling & sales management : JPSSM
4
Journal of marketing theory and practice
3
Journal of retailing
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business-to-business marketing
2
The journal of business & industrial marketing
2
The journal of product innovation management : an international publication of the Product Development & Management Association
2
Bringing technology to market: trends, cases, solutions
1
European journal of marketing
1
Journal of air transport management
1
Journal of marketing channels : ... distribution systems, strategy, and management
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
Schmalenbach business review : sbr
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
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ECONIS (ZBW)
55
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1
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10
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55
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1
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
2
The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha
;
Böhm, Eva
;
Habel, Johannes
;
Wieseke, Jan
; …
- In:
The journal of product innovation management : an …
39
(
2022
)
3
,
pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
Saved in:
3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
4
Stages of the international industrial sales process
Rutherford, Brian N.
;
Matthews, Ryan L.
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
Saved in:
5
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:
6
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
7
Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.
;
Rutherford, Brian N.
;
Wu, Gavin Jiayun
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
Saved in:
8
International industrial selling : demands, resources, and burnout
Matthews, Ryan L.
;
Rutherford, Brian N.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 321-334
Persistent link: https://www.econbiz.de/10013417387
Saved in:
9
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
10
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
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