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~person:"Wieseke, Jan"
~subject:"B-to-B-Marketing"
~subject:"Emotion"
~subject:"Erfolgsfaktor"
~subject:"Service quality"
~type_genre:"Article in journal"
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B-to-B-Marketing
Emotion
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Service quality
Beziehungsmarketing
20
Relationship marketing
20
Salespeople
10
Verkaufspersonal
10
Consumer behaviour
8
Customer satisfaction
8
Konsumentenverhalten
8
Kundenzufriedenheit
8
Selling
5
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5
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4
Deutschland
3
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Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
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2
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2
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2
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2
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2
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customer loyalty
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Activation theory
1
Adaptive selling
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8
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Wieseke, Jan
Han, Heesup
23
Prentice, Catherine
20
Mattila, Anna S.
19
Gil Saura, Irene
16
Klaus, Philipp
15
McColl-Kennedy, Janet R.
13
Svensson, Göran
13
Balaji, M. S.
12
Gong, Taeshik
12
Hollebeek, Linda D.
12
Gustafsson, Anders
11
Qu, Hailin
11
Casidy, Riza
10
Itani, Omar S.
10
Prybutok, Victor R.
10
Quach, Sara
10
Sreejesh, S.
10
Ahn, Jiseon
9
Hyun, Sunghyup Sean
9
Loureiro, Sandra Maria Correia
9
Terho, Harri
9
Babin, Barry J.
8
Bruhn, Manfred
8
Evanschitzky, Heiner
8
Grégoire, Yany
8
Homburg, Christian
8
Izogo, Ernest Emeka
8
Keränen, Joona
8
Kowalkowski, Christian
8
Kumar, V.
8
Rather, Raouf Ahmad
8
Roberts-Lombard, Mornay
8
Sarkar, Abhigyan
8
Sesé, F. Javier
8
Witell, Lars
8
Wong, IpKin Anthony
8
Barnes, Donald C.
7
Edvardsson, Bo
7
Jang, Soocheong
7
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Journal of service research : JSR
3
Journal of the Academy of Marketing Science
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
Marketing letters : a journal of research in marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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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
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:
3
When do customers get what they expect? Understanding the ambivalent effects of customers' service expectations on satisfaction
Habel, Johannes
;
Alavi, Sascha
;
Schmitz, Christian
; …
- In:
Journal of service research : JSR
19
(
2016
)
4
,
pp. 361-379
Persistent link: https://www.econbiz.de/10011606692
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
Don't try harder : using customer inoculation to build resistance against service failures
Mikolon, Sven
;
Quaiser, Benjamin
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
43
(
2015
)
4
,
pp. 512-527
Persistent link: https://www.econbiz.de/10011306301
Saved in:
6
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:
7
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:
8
Organizational identification as a determinant of customer orientation in service organizations
Wieseke, Jan
;
Ullrich, Johannes
;
Christ, Oliver
;
Dick, …
- In:
Marketing letters : a journal of research in marketing
18
(
2007
)
4
,
pp. 265-278
Persistent link: https://www.econbiz.de/10003549619
Saved in:
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