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~person:"Wieseke, Jan"
~source:"econis"
~subject:"Decision"
~subject:"Erfolgsfaktor"
~subject:"Organizational identification"
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Decision
Erfolgsfaktor
Organizational identification
Selling
13
Verkauf
13
Salespeople
11
Verkaufspersonal
11
Beziehungsmarketing
5
Relationship marketing
5
B-to-B-Marketing
3
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3
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3
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3
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2
Consumer behaviour
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personal selling
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Wieseke, Jan
Zoltners, Andris A.
6
Homburg, Christian
5
Lorimer, Sally E.
5
Plouffe, Christopher R.
5
Sinha, Prabhakant
5
Ahearne, Michael
4
Bolander, Willy
4
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4
Dannenberg, Holger
4
Gitomer, Jeffrey
4
Ross, Aaron
4
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4
Zupancic, Dirk
4
Adamson, Brent
3
Dixon, Matthew
3
Hochstein, Bryan
3
Lemkin, Jason
3
Sahay, Dharmendra
3
Shastri, Arun
3
Busch, Corinna
2
Chefor, Ellis
2
Chen, Annie Huiling
2
Cron, William L.
2
D'Alessandro, Steven
2
Edwards, John
2
Elder, Alexander
2
Goad, Emily A.
2
Hase, Stefan
2
Haumann, Till
2
Iannarino, Anthony
2
Jaramillo, Fernando
2
Klarmann, Martin
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Kleimeier, Peter
2
Klymshyn, John
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Kraus, Florian
2
Lee, John
2
Lorenzo, David V.
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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 retailing
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
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:
4
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:
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