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Salespeople
37
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Relationship marketing
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Ahearne, Michael
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Journal of marketing
Industrial marketing management : the international journal for industrial and high-tech firms
156
The journal of personal selling & sales management : JPSSM
155
Journal of business research : JBR
112
Discussion paper series / IZA
90
The journal of business & industrial marketing
77
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
58
NBER working paper series
55
SpringerLink / Bücher
53
Journal of retailing and consumer services
43
Working paper / National Bureau of Economic Research, Inc.
36
Harvard-Business-Manager : das Wissen der Besten
35
IZA Discussion Paper
35
Journal of vocational behavior
35
IZA Discussion Papers
34
Journal of business-to-business marketing
34
NBER Working Paper
31
Harvard business review : HBR
30
The service industries journal
30
Journal of marketing theory and practice
25
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
25
Journal of business ethics : JOBE
24
Journal of retailing
23
The global public relations handbook : theory, research, and practice
23
Journal of marketing education : JME
22
International journal of hospitality management
20
European journal of marketing : EJM
19
Journal of marketing research : JMR
19
The international journal of human resource management
17
Economics of education review
15
The Oxford handbook of strategic sales and sales management
15
Academy of Management journal : AMJ
14
Discussion paper / Centre for Economic Policy Research
14
International journal of retail & distribution management
14
Journal of service research
14
Labour economics : official journal of the European Association of Labour Economists
14
Psychology & marketing
14
Die neue Rolle des Controllers : Aufgaben, Anforderungen, Best Practices
13
Human relations
13
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ECONIS (ZBW)
39
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1
Energizing the reseller's sales force : the power of brand identification
Hughes, Douglas E.
;
Ahearne, Michael
- In:
Journal of marketing
74
(
2010
)
4
,
pp. 81-96
Persistent link: https://www.econbiz.de/10008826529
Saved in:
2
Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Hughes, Douglas E.
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
Saved in:
3
Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.
;
Bolander, Willy
;
Cote, Joseph A.
; …
- In:
Journal of marketing
80
(
2016
)
1
,
pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
Saved in:
4
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
5
Managing customer and organizational complexity in sales organizations
Schmitz, Christian
;
Ganesan, Shankar
- In:
Journal of marketing
78
(
2014
)
6
,
pp. 59-77
Persistent link: https://www.econbiz.de/10010463457
Saved in:
6
Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability
Mullins, Ryan R.
;
Ahearne, Michael
;
Lam, Son K.
;
Hall, …
- In:
Journal of marketing
78
(
2014
)
6
,
pp. 38-58
Persistent link: https://www.econbiz.de/10010463459
Saved in:
7
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
Saved in:
8
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
9
Unpacking the relationship between sales control and salesperson performance : a regulatory fit perspective
Katsikeas, Constantine S.
;
Auh, Seigyoung
;
Spyropoulou, …
- In:
Journal of marketing
82
(
2018
)
3
,
pp. 45-69
Persistent link: https://www.econbiz.de/10011850409
Saved in:
10
How do specialized personal incentives enhance sales performance? : the benefits of steady sales growth
Patil, Ashutosh
;
Syam, Niladri
- In:
Journal of marketing
82
(
2018
)
1
,
pp. 57-73
Persistent link: https://www.econbiz.de/10011804091
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