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~person:"Wieseke, Jan"
~source:"econis"
~subject:"Arbeitsleistung"
~subject:"Erfolgsfaktor"
~subject:"Verkauf"
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Arbeitsleistung
Erfolgsfaktor
Verkauf
Selling
13
Salespeople
11
Verkaufspersonal
11
Beziehungsmarketing
5
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
2
Customer satisfaction
2
Dienstleistungssektor
2
Field sales force
2
Forecast
2
Forecasting model
2
Führungsstil
2
Konsumentenverhalten
2
Kundenzufriedenheit
2
Leadership style
2
Organizational identification
2
Personal selling
2
Prognose
2
Prognoseverfahren
2
Service industry
2
Success factor
2
personal selling
2
Anreiz
1
Arbeitsgruppe
1
Bargaining theory
1
Bundling strategy
1
Business services
1
Competition
1
Decision
1
Decision strategy
1
Dienstleistung
1
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Article
13
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13
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13
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English
13
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Wieseke, Jan
Agnihotri, Raj
20
Ahearne, Michael
19
Marshall, Greg W.
19
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Habel, Johannes
13
Lane, Nikala
13
Svensson, Göran
13
Cron, William L.
12
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Terho, Harri
12
Hughes, Douglas E.
11
Moncrief, William C.
11
Panagopoulos, Nikolaos G.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Belz, Christian
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Bolander, Willy
9
DeCarlo, Thomas E.
9
Haas, Alexander
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Badrinarayanan, Vishag
8
Bulow, Jeremy
8
Jaramillo, Fernando
8
Klemperer, Paul
8
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Published in...
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Journal of the Academy of Marketing Science
3
Journal of personal selling & sales management
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of retailing
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
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1
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:
2
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:
3
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:
4
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:
5
Development and analysis of a sales-based leading indicator for economic developments
Schmitz, Christian
;
Schneider, Janina-Vanessa
;
Guba, …
- In:
Marketing : ZFP ; journal of research and management
43
(
2021
)
1/2
,
pp. 54-66
Persistent link: https://www.econbiz.de/10012600963
Saved in:
6
When do forecasts fail and when not? : contingencies affecting the accuracy of sales managers' forecast regarding the future business situation
Schneider, Janina-Vanessa
;
Alavi, Sascha
;
Guba, Jan Helge
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
Saved in:
7
Perspectives on international collaboration in sales research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
8
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
9
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:
10
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:
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