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~person:"Wieseke, Jan"
~subject:"B-to-B-Marketing"
~subject:"Emotion"
~subject:"Erfolgsfaktor"
~subject:"Salespeople"
~type_genre:"Article in journal"
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B-to-B-Marketing
Emotion
Erfolgsfaktor
Salespeople
Beziehungsmarketing
20
Relationship marketing
20
Verkaufspersonal
10
Consumer behaviour
8
Customer satisfaction
8
Konsumentenverhalten
8
Kundenzufriedenheit
8
Selling
5
Verkauf
5
Dienstleistungsqualität
4
Service quality
4
Deutschland
3
Germany
3
Reisevermittler
3
Travel agency
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Business-to-business marketing
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Employee retention
2
Mitarbeiterbindung
2
Sales performance
2
Service industry
2
Services marketing
2
Success factor
2
customer loyalty
2
Activation theory
1
Adaptive selling
1
Arbeitszufriedenheit
1
Außendienst
1
Beschwerdemanagement
1
Causality analysis
1
Chronic time pressure
1
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Article
11
Type of publication (narrower categories)
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Article in journal
Aufsatz in Zeitschrift
11
Language
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English
11
Author
All
Wieseke, Jan
Agnihotri, Raj
15
Svensson, Göran
13
Itani, Omar S.
12
Schwepker, Charles H. <Jr.>
11
Terho, Harri
11
Chaker, Nawar N.
10
Homburg, Christian
10
Rodriguez, Michael
10
Rapp, Adam
9
Alavi, Sascha
8
Barnes, Donald C.
8
Hochstein, Bryan
8
Singh, Ramendra
8
Zablah, Alex R.
8
Babin, Barry J.
7
Folse, Judith Anne Garretson
7
Han, Heesup
7
Keränen, Joona
7
Kowalkowski, Christian
7
Rangarajan, Deva
7
Schmitz, Christian
7
Bush, Alan J.
6
Casidy, Riza
6
Chen, Annie Huiling
6
Habel, Johannes
6
Jaramillo, Fernando
6
Moncrief, William C.
6
Naudé, Peter
6
Peng, Norman
6
Wirtz, Bernd W.
6
Ahn, Jiseon
5
Anaza, Nwamaka A.
5
Brown, Tom
5
Chatterjee, Sheshadri
5
Friend, Scott B.
5
Gil Saura, Irene
5
Good, Megan C.
5
Grewal, Dhruv
5
Guenzi, Paolo
5
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Published in...
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Journal of the Academy of Marketing Science
3
Journal of service research : JSR
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of marketing
1
Journal of personal selling & sales management
1
Journal of retailing
1
Schmalenbach business review : sbr
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
11
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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
Drown or blossom? : the impact of perceived chronic time pressure on retail salespeople's performance and customer-salesperson relationships
Ryari, Hanaa
;
Alavi, Sascha
;
Wieseke, Jan
- In:
Journal of retailing
97
(
2021
)
2
,
pp. 217-237
Persistent link: https://www.econbiz.de/10012648989
Saved in:
4
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
5
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:
6
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:
7
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:
8
On the role of empathy in customer-employee interactions
Wieseke, Jan
;
Geigenmüller, Anja
;
Kraus, Florian
- In:
Journal of service research : JSR
15
(
2012
)
3
,
pp. 316-331
Persistent link: https://www.econbiz.de/10009578288
Saved in:
9
Should firms encourage salespeople to promote house brands in customer interaction? : an empirical investigation of financial outcomes and customer response
Kraus, Florian
;
Rajab, Thomas
;
Wieseke, Jan
- In:
Schmalenbach business review : sbr
64
(
2012
)
4
,
pp. 331-363
Persistent link: https://www.econbiz.de/10009629763
Saved in:
10
When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian
;
Wieseke, Jan
;
Lukas, Bryan A.
; …
- In:
Journal of the Academy of Marketing Science
39
(
2011
)
5
,
pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
Saved in:
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