//--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~person:"Wieseke, Jan"
~person:"Zoltners, Andris A."
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Erfolgsfaktor"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Selling"
Narrow search
Delete all filters
| 5 applied filters
Year of publication
From:
To:
Subject
All
Arbeitsleistung
Erfolgsfaktor
Selling
24
Verkauf
24
Salespeople
16
Verkaufspersonal
16
Success factor
8
Beziehungsmarketing
6
Relationship marketing
6
B-to-B-Marketing
4
Business-to-business marketing
4
Außendienst
3
Digitalisierung
3
Digitization
3
Employee retention
3
Field sales force
3
Führungsstil
3
Leadership style
3
Mitarbeiterbindung
3
Physical distribution
3
Sales performance
3
Vertrieb
3
Consumer behaviour
2
Customer satisfaction
2
Dienstleistungssektor
2
Forecast
2
Forecasting model
2
Internet marketing
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leistungsanreiz
2
Marketing management
2
Marketingmanagement
2
Online-Marketing
2
Organizational identification
2
Performance incentive
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
Transaction costs
2
more ...
less ...
Online availability
All
Undetermined
5
Type of publication
All
Article
9
Type of publication (narrower categories)
All
Article in journal
7
Aufsatz in Zeitschrift
7
Aufsatz im Buch
2
Book section
2
Language
All
English
9
Author
All
Wieseke, Jan
Zoltners, Andris A.
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
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
more ...
less ...
Published in...
All
Journal of personal selling & sales management
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
Kellogg on marketing
1
The Oxford handbook of strategic sales and sales management
1
The journal of personal selling & sales management : JPSSM
1
more ...
less ...
Source
All
ECONIS (ZBW)
Showing
1
-
9
of
9
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
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
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
Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
2
,
pp. 171-186
Persistent link: https://www.econbiz.de/10009552546
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:
8
Structuring the Sales Force for Customer and Company Success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Lorimer, Sally E.
- In:
The Oxford handbook of strategic sales and sales management
.
2011
Persistent link: https://www.econbiz.de/10012885344
Saved in:
9
The successful selling organization
Zoltners, Andris A.
;
Sinha, Prabhakant K.
;
Zoltners, Greg A.
- In:
Kellogg on marketing
,
(pp. 366-385)
.
2001
Persistent link: https://www.econbiz.de/10001613001
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->