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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

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

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

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The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares

Krämer, Martin; Desernot, Christina; Alavi, Sascha; … - In: International journal of research in marketing : IJRM ; … 39 (2022) 4, pp. 1235-1252

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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

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

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

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Achieving cross-selling effectiveness in business-to-business markets

Lee, You-Cheong - 2017

zu erweitern. Für die Umsetzung der Cross-Selling Strategie ist der Verkauf des Anbieters von besonderer Relevanz … plays a key role in realizing a firm's cross-selling strategy. In their boundary-spanning position, salespeople have to … and customer perspective. To show how salespeople cope with the challenges in cross-selling, the first study also develops …

Persistent link: https://www.econbiz.de/10012025554

Cross-divisional orientation : antecedents and effects on cross-selling success

Malms, Oliver; Schmitz, Christian - In: Journal of business-to-business marketing 18 (2011) 3, pp. 253-275

Persistent link: https://www.econbiz.de/10009348562

Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations

Endres, Herbert; Helm, Roland; Schmitz, Christian; … - In: The journal of product innovation management : an … 40 (2023) 1, pp. 120-136

Persistent link: https://www.econbiz.de/10014291979