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~person:"Wieseke, Jan"
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Selling
13
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13
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5
Relationship marketing
5
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3
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Wieseke, Jan
Marshall, Greg W.
22
Herrmann, Andreas
21
Agnihotri, Raj
20
Ahearne, Michael
18
Cron, William L.
18
Sosa, Manuel
17
Alavi, Sascha
16
Homburg, Christian
16
Johnson, Jeff S.
16
Lee, Nick
16
Albers, Sönke
15
Thisse, Jacques-François
15
Verganti, Roberto
15
Chhajed, Dilip
14
Dell'Era, Claudio
14
Johnston, Mark W.
14
Lane, Nikala
14
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Anderson, Simon P.
13
DeCarlo, Thomas E.
13
Habel, Johannes
13
Koppelmann, Udo
13
Moncrief, William C.
13
Schiffman, Stephan
13
Sickel, Christian
13
Svensson, Göran
13
Tanner, John F.
13
Ulrich, Karl T.
13
Belz, Christian
12
Dalrymple, Douglas J.
12
Eichner, Thomas
12
Friend, Scott B.
12
Guenzi, Paolo
12
Orth, Ulrich R.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
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Journal of the Academy of Marketing Science
3
Journal of personal selling & sales management
2
Industrial marketing management : the international journal for industrial and high-tech firms
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of retailing
1
Journal of service research : JSR
1
Marketing : ZFP ; journal of research and management
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
13
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1
When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian
;
Haumann, Till
;
Ahearne, Michael
; …
- In:
Journal of retailing
91
(
2015
)
3
,
pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
Saved in:
2
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when
selling
professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
3
Perspectives on international collaboration in sales research
Dixon, Andrea L.
;
Le Bon, Joël
;
Wieseke, Jan
- In:
Journal of personal selling & sales management
39
(
2019
)
4
,
pp. 317-318
Persistent link: https://www.econbiz.de/10012200892
Saved in:
4
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:
5
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:
6
Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
7
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
8
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
Saved in:
9
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
Saved in:
10
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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