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Erfolgsstrategien im persönlichen Verkauf von Luxusmarken
Wieseke, Jan; Alavi, Sascha; Habel, Johannes; Dörfer, … - In: Marketing : ZFP ; journal of research and management 35 (2013) 2, pp. 131-143
Persistent link: https://www.econbiz.de/10009750430
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Warm glow or extra charge? : the ambivalent effect of corporate social responsibility activities on customers’ perceived price fairness
Habel, Johannes; Schons, Laura Marie; Alavi, Sascha; … - In: Journal of marketing 80 (2016) 1, pp. 84-105
Persistent link: https://www.econbiz.de/10011507459
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Willing to pay more, eager to pay less : the role of customer loyalty in price negotiations
Wieseke, Jan; Alavi, Sascha; Habel, Johannes - In: Journal of marketing 78 (2014) 6, pp. 17-37
Persistent link: https://www.econbiz.de/10010463462
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No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
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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
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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
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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
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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
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When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes; Kassemeier, Roland; Alavi, Sascha; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 1, pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
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Special issue: value-creating sales: : the role of digital technologies
Kassemeier, Roland (ed.); Alavi, Sascha (ed.);  … - 2023
Persistent link: https://www.econbiz.de/10014225952