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~person:"Wieseke, Jan"
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Beziehungsmarketing"
~subject:"Erfolgsfaktor"
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Arbeitsleistung
Beziehungsmarketing
Erfolgsfaktor
Selling
13
Verkauf
13
Salespeople
11
Verkaufspersonal
11
Relationship marketing
5
B-to-B-Marketing
3
Business-to-business marketing
3
Employee retention
3
Mitarbeiterbindung
3
Sales performance
3
Außendienst
2
Consumer behaviour
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Customer satisfaction
2
Dienstleistungssektor
2
Field sales force
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Konsumentenverhalten
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Kundenzufriedenheit
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Leadership style
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Organizational identification
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Personal selling
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Service industry
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Success factor
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personal selling
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Anreiz
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Bargaining theory
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Wieseke, Jan
Agnihotri, Raj
10
Marshall, Greg W.
9
Homburg, Christian
8
Svensson, Göran
8
Ahearne, Michael
7
Terho, Harri
7
Alavi, Sascha
6
Bolander, Willy
6
Bush, Alan J.
6
Itani, Omar S.
6
Jaramillo, Fernando
6
Johnston, Mark W.
6
Zoltners, Andris A.
6
Anderson, Rolph E.
5
Gitomer, Jeffrey
5
Guenzi, Paolo
5
Haas, Alexander
5
Habel, Johannes
5
Johnson, Jeff S.
5
Lorimer, Sally E.
5
Moncrief, William C.
5
Rodriguez, Michael
5
Ryals, Lynette J.
5
Schmitz, Christian
5
Sinha, Prabhakant
5
Adamson, Brent
4
Badrinarayanan, Vishag
4
Dannenberg, Holger
4
Dixon, Matthew
4
Evans, Kenneth R.
4
Friend, Scott B.
4
Hair, Joseph F.
4
Høgevold, Nils
4
Høgevold, Nils M.
4
Kadic-Maglajlic, Selma
4
Otero-Neira, Carmen
4
Pullins, Ellen
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Journal of the Academy of Marketing Science
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
1
Journal of service research : JSR
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
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:
2
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:
3
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
4
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
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
Saved in:
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