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How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry

Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 150-166

Persistent link: https://www.econbiz.de/10012584524

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 : JPSSM 41 (2021) 3, pp. 218-232

Persistent link: https://www.econbiz.de/10012623648

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

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

Do salespeople matter in competitive tenders?

Dax, Maximilian; Tyssen, Eva Katharina; Schmitz, Christian - In: Journal of personal selling & sales management : JPSSM 39 (2019) 4, pp. 370-385

Persistent link: https://www.econbiz.de/10012200897

Understanding the impact of relationship disruptions

Schmitz, Christian; Frieß, Maximilian; Alavi, Sascha; … - In: Journal of marketing 84 (2020) 1, pp. 66-87

Persistent link: https://www.econbiz.de/10012176435

Sales manager encouragement behavior in value-centered business models

Hoffmann, Clara; Alavi, Sascha; Schmitz, Christian - In: European journal of marketing 57 (2023) 3, pp. 771-793

Persistent link: https://www.econbiz.de/10014226011

Business Innovation: Das St. Galler Modell

Schmitz, Christian - 2016 - 1. Aufl. 2016

Geschäftsmodellinnovation -- Produkt- und Serviceinnovation -- Prozessinnovation -- Innovationsstrategie und -prozess -- Methoden und Instrumente -- Performance Management -- Organisation und Kultur. .

Persistent link: https://www.econbiz.de/10014020429

Customer-oriented salespeople's value creation and claiming in price negotiations

Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712

Persistent link: https://www.econbiz.de/10013389228

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