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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
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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
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Do salespeople matter in competitive tenders?
Dax, Maximilian; Tyssen, Eva Katharina; Schmitz, Christian - In: Journal of personal selling & sales management 39 (2019) 4, pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
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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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Verkaufskomplexität : Phänomen, Auswirkungen und Gestaltung
Belz, Christian; Schmitz, Christian - In: Customer Management : Vertriebs- und Servicekonzepte …, (pp. 391-402). 2011
Persistent link: https://www.econbiz.de/10009426833
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Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian; Lee, You-Cheong; Lilien, Gary L. - In: Journal of marketing 78 (2014) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
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Development and analysis of a sales-based leading indicator for economic developments
Schmitz, Christian; Schneider, Janina-Vanessa; Guba, … - In: Marketing : ZFP ; journal of research and management 43 (2021) 1/2, pp. 54-66
Persistent link: https://www.econbiz.de/10012600963
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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 41 (2021) 3, pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
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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 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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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