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~person:"Shastri, Arun"
~person:"Wieseke, Jan"
~source:"econis"
~subject:"Erfolgsfaktor"
~subject:"Organizational identification"
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Erfolgsfaktor
Organizational identification
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
3
Führungsstil
3
Leadership style
3
Mitarbeiterbindung
3
Sales performance
3
Consumer behaviour
2
Customer satisfaction
2
Dienstleistungssektor
2
Forecast
2
Forecasting model
2
Internet marketing
2
Konsumentenverhalten
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Kundenzufriedenheit
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Online-Marketing
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
Transaction costs
2
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
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
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
Ogilvie, Jessica
2
Panas, Jerold
2
Peesker, Karen M.
2
Peng, Norman
2
Pufahl, Mario
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Journal of personal selling & sales management
3
Industrial marketing management : the international journal for industrial and high-tech firms
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
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management
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
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
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
Saved in:
5
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:
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
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