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Empowered involvement and word of mouth : an agenda for academic inquiry
Oetting, Martin; Jacob, Frank - 2007
Persistent link: https://www.econbiz.de/10013433060
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Die soziale Steuerung im Verkaufsgespräch : experimentelle Untersuchungen
Schorsack, Alexander - 1998
Persistent link: https://www.econbiz.de/10000639178
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The persuasive "power" of stigma?
Norton, Michael I.; Dunn, Elizabeth W.; Carney, Dana R.; … - In: Organizational behavior and human decision processes : … 117 (2012) 2, pp. 261-268
Persistent link: https://www.econbiz.de/10009507158
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Erzeugt nicht-diagnostische Information einen Reihenfolge-Effekt im Fall der attributweisen Informationspräsentation?
Gierl, Heribert; Stiegelmayr, Karin - In: Die Unternehmung : Swiss journal of business research … 66 (2012) 2, pp. 127-152
Persistent link: https://www.econbiz.de/10009551632
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Storytelling during retail sales encounters
Gilliam, David A.; Zablah, Alex R. - In: Journal of retailing and consumer services 20 (2013) 5, pp. 488-494
Persistent link: https://www.econbiz.de/10009768987
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Theorie der dünnen Scheibchen im persönlichen Verkauf - ein Videoexperiment
Stros, Michael; Möslein-Tröppner, Bodo - 2014
Persistent link: https://www.econbiz.de/10010443122
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Sales Performance and Social Preferences
Essl, Andrea - 2018
We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10012919506
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The perceived functions of linguistic risk quantifiers and their effect on risk, negativity perception and decision making
Juanchich, Marie; Sirota, Miroslav; Butler, Christina Lea - In: Organizational behavior and human decision processes : … 118 (2012) 1, pp. 72-81
Persistent link: https://www.econbiz.de/10009544334
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Sales Performance and Social Preferences
Essl, Andrea; von Bieberstein, Frauke; Kosfeld, Michael; … - 2021
We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10013315418
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Sales performance and social preferences
Essl, Andrea; Bieberstein, Frauke von; Kosfeld, Michael; … - 2018
We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10011845322