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~person:"Guenzi, Paolo"
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Next Level Sales Coaching : Ho...
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Salespeople
17
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17
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5
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5
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4
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20
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Guenzi, Paolo
Agnihotri, Raj
41
Ahearne, Michael
38
Rapp, Adam
31
Marshall, Greg W.
29
Passmore, Jonathan
29
Kets de Vries, Manfred F. R.
28
Schreyögg, Astrid
27
Wieseke, Jan
24
Bolander, Willy
23
Homburg, Christian
23
Jaramillo, Fernando
23
Madhani, Pankaj M.
23
Pullins, Ellen
23
Schwepker, Charles H. <Jr.>
23
Alavi, Sascha
22
Friend, Scott B.
22
Hughes, Douglas E.
22
Rutherford, Brian N.
22
Allen, Tammy D.
21
Chaker, Nawar N.
21
Johnson, Jeff S.
21
Tanner, John F.
21
DeCarlo, Thomas E.
20
Panagopoulos, Nikolaos G.
20
Rangarajan, Deva
20
Schmitz, Christian
20
Verbeke, Willem J. M. I.
20
Lee, Nick
19
Singh, Ramendra
19
Albers, Sönke
18
Clutterbuck, David
18
Cron, William L.
18
Johnston, Mark W.
18
Plouffe, Christopher R.
18
Zablah, Alex R.
18
Eby, Lillian Turner de Tormes
17
Evans, Kenneth R.
17
Habel, Johannes
17
Itani, Omar S.
17
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Sales management : a multinational perspective
3
Journal of personal selling & sales management
2
The journal of business & industrial marketing
2
California management review
1
European journal of marketing : EJM
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
The University of Auckland Business School Research Paper Series
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The journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
20
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1
Mastering the digital transformation of sales
Guenzi, Paolo
;
Habel, Johannes
- In:
California management review
62
(
2020
)
4
,
pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
Saved in:
2
The dual mechanism of sales capabilities in influencing organizational performance
Guenzi, Paolo
;
Sajtos, Laszlo
;
Troilo, Gabriele
- In:
Journal of business research : JBR
69
(
2016
)
9
,
pp. 3707-3713
Persistent link: https://www.econbiz.de/10011515242
Saved in:
3
The role of leadership in
salespeople
's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
4
The combined effect of customer perceptions about a salesperson’s adaptive
selling
and
selling
orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
Saved in:
5
An empirical investigation into the impact of relationship
selling
and LMX on
salespeople
's behaviours and sales effectiveness
Paparoidamis, Nicholas G.
;
Guenzi, Paolo
- In:
European journal of marketing : EJM
43
(
2009
)
7/8
,
pp. 1053-1075
Persistent link: https://www.econbiz.de/10009525810
Saved in:
6
Sales organization performance and evaluation
Guenzi, Paolo
;
Geiger, Susi
- In:
Sales management : a multinational perspective
,
(pp. 465-491)
.
2011
Persistent link: https://www.econbiz.de/10008858684
Saved in:
7
Organizational drivers of
salespeople
's customer orientation and
selling
orientation
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Troilo, Gabriele
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
3
,
pp. 269-285
Persistent link: https://www.econbiz.de/10009270841
Saved in:
8
The influence of formal and informal sales controls on customer-directed
selling
behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
Saved in:
9
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
10
Sales management : a multinational perspective
Guenzi, Paolo
(
contributor
)
-
2011
Persistent link: https://www.econbiz.de/10013481205
Saved in:
1
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