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~person:"Schmitz, Christian"
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Schmitz, Christian
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
Guenzi, Paolo
20
Panagopoulos, Nikolaos G.
20
Rangarajan, Deva
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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Journal of personal selling & sales management
4
Journal of marketing
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of the Academy of Marketing Science
2
The journal of product innovation management : an international publication of the Product Development & Management Association
2
Customer Management : Vertriebs- und Servicekonzepte der Zukunft
1
European journal of marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
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Marketing : ZFP ; journal of research and management
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ECONIS (ZBW)
20
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1
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:
2
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:
3
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
Saved in:
4
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
Saved in:
5
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
Saved in:
6
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
Saved in:
7
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
Saved in:
8
Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara
;
Alavi, Sascha
;
Schmitz, Christian
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
Saved in:
9
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
10
Customer-oriented
salespeople
's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
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