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Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Alavi, Sascha; Wieseke, Jan; Guba, Jan Helge - In: Journal of retailing 92 (2016) 1, pp. 40-55
Persistent link: https://www.econbiz.de/10011484040
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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
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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
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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
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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 40 (2020) 1, pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
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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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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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Social influence on salespeople's adoption of sales technology : a multilevel analysis
Homburg, Christian; Wieseke, Jan; Kuehnl, Christina - In: Journal of the Academy of Marketing Science 38 (2010) 2, pp. 159-168
Persistent link: https://www.econbiz.de/10003980452
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Förderung des Eigenmarkenverkaufs durch Vertriebsmitarbeiter - eine empirische Analyse informeller Anreizfaktoren
Wieseke, Jan; Kraus, Florian; Rajab, Thomas - In: Schmalenbachs Zeitschrift für betriebswirtschaftliche … 62 (2010) 1, pp. 2-29
Persistent link: https://www.econbiz.de/10003933962
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Should firms encourage salespeople to promote house brands in customer interaction? : an empirical investigation of financial outcomes and customer response
Kraus, Florian; Rajab, Thomas; Wieseke, Jan - In: Schmalenbach business review : sbr 64 (2012) 4, pp. 331-363
Persistent link: https://www.econbiz.de/10009629763