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~person:"Shastri, Arun"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Erfolgsfaktor"
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Arbeitsleistung
Erfolgsfaktor
Selling
16
Verkauf
16
Salespeople
14
Verkaufspersonal
14
Beziehungsmarketing
5
Relationship marketing
5
Success factor
5
Außendienst
3
B-to-B-Marketing
3
Business-to-business marketing
3
Digitalisierung
3
Digitization
3
Employee retention
3
Field sales force
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Führungsstil
3
Leadership style
3
Mitarbeiterbindung
3
Sales performance
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Consumer behaviour
2
Customer satisfaction
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Dienstleistungssektor
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Forecast
2
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2
Internet marketing
2
Konsumentenverhalten
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Kundenzufriedenheit
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Online-Marketing
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Organizational identification
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Personal selling
2
Prognose
2
Prognoseverfahren
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Service industry
2
Transaction costs
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Transaktionskosten
2
personal selling
2
sales analytics
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sales force digitalization
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Anreiz
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Shastri, Arun
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
Rodríguez, Rocío
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
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
Goad, Emily A.
2
Haas, Alexander
2
Hase, Stefan
2
Hochstein, Bryan
2
Iacobucci, Dawn
2
Iannarino, Anthony
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Klarmann, Martin
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Journal of personal selling & sales management : JPSSM
3
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
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
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
3
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
4
Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
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
Saved in:
6
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
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