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Salespeople
35
Verkaufspersonal
35
Selling
18
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Beziehungsmarketing
8
Relationship marketing
8
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7
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2
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2
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Ahearne, Michael
Heinemann, Gerrit
56
Homburg, Christian
54
Agnihotri, Raj
41
Gemünden, Hans Georg
38
Meffert, Heribert
31
Rapp, Adam
31
Wirtz, Bernd W.
31
Marshall, Greg W.
30
Bruhn, Manfred
28
Fritz, Wolfgang
28
Albers, Sönke
27
Wieseke, Jan
27
Ahlert, Dieter
26
Huber, Frank
26
Rammer, Christian
26
Jaramillo, Fernando
24
Madhani, Pankaj M.
24
Rangarajan, Deva
24
Alavi, Sascha
23
Bolander, Willy
23
Pullins, Ellen
23
Schwepker, Charles H. <Jr.>
23
Antony, Jiju
22
Chaker, Nawar N.
22
Friend, Scott B.
22
Hughes, Douglas E.
22
Kraus, Sascha
22
Schmitz, Christian
22
Verbeke, Willem J. M. I.
22
Belz, Christian
21
Guenzi, Paolo
21
Johnson, Jeff S.
21
Merz, Joachim
21
Panagopoulos, Nikolaos G.
21
Rutherford, Brian N.
21
DeCarlo, Thomas E.
20
Singh, Ramendra
20
Tanner, John F.
20
Haas, Alexander
19
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4
Harvard business review : HBR
2
Journal of service research
2
Journal of the Academy of Marketing Science
2
Handbook of business-to-business marketing
1
Harvard-Business-Manager : das Wissen der Besten
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing research
1
Journal of personal selling & sales management
1
Journal of retailing
1
Management science : journal of the Institute for Operations Research and the Management Sciences
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ECONIS (ZBW)
37
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1
Learned helplessness among newly hired
salespeople
and the influence of leadership
Boichuk, Jeffrey P.
;
Bolander, Willy
;
Hall, Zachary R.
; …
- In:
Journal of marketing
78
(
2014
)
1
,
pp. 95-111
Persistent link: https://www.econbiz.de/10010250065
Saved in:
2
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:
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
Selling
today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2018
-
Fourteenth edition
Persistent link: https://www.econbiz.de/10011569873
Saved in:
5
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
6
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
7
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
8
Selling
today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2012
-
12th ed., international ed.
Persistent link: https://www.econbiz.de/10009008485
Saved in:
9
Multiple identification Foci and their countervailing effects on
salespeople
's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
10
Intrafunctional competitive intelligence and sales performance : a social network perspective
Ahearne, Michael
;
Lam, Son K.
;
Hayati, Babak
;
Kraus, Florian
- In:
Journal of marketing
77
(
2013
)
5
,
pp. 37-56
Persistent link: https://www.econbiz.de/10009793102
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