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Dienstleistungsqualität durch die "richtige" Beratung - eine Analyse beobachtbaren Beraterhandelns beim Verkauf von Gebrauchsgütern

Haas, Alexander - In: Dienstleistungsmarketing : Impulse für Forschung und …, (pp. 217-239). 2004

Persistent link: https://www.econbiz.de/10002767937

A Job Demands-Resources (JD-R) perspective on new product selling : a framework for future research

Zablah, Alex R.; Chonko, Lawrence B.; Bettencourt, Lance A. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 73-87

Persistent link: https://www.econbiz.de/10009505532

How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling

Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, … - In: Industrial marketing management : the international … 45 (2015), pp. 12-21

Persistent link: https://www.econbiz.de/10010530587

Utilitarian and hedonic motivators of shoppers' decision to consult with salespeople

Haas, Alexander; Kenning, Peter - In: Journal of retailing 90 (2014) 3, pp. 428-441

Persistent link: https://www.econbiz.de/10010408212

Creating value in business relationships : the role of sales

Haas, Alexander; Snehota, Ivan; Corsaro, Daniela - In: Industrial marketing management : the international … 41 (2012) 1, pp. 94-105

Persistent link: https://www.econbiz.de/10009513214

Verkauf und Kundenmanagement : eine prozessorientierte Konzeption

Diller, Hermann; Haas, Alexander; Ivens, Björn Sven - 2005

Persistent link: https://www.econbiz.de/10002538846

A Job Demands-Resources (JD-R) Perspective on New Product Selling : A Framework for Future Research

Zablah, Alex R. - 2011

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

Persistent link: https://www.econbiz.de/10013122559

Selling value in business markets : individual and organizational factors for turning the idea into action

Terho, Harri; Eggert, Andreas; Ulaga, Wolfgang; Haas, … - In: Industrial marketing management : the international … 66 (2017), pp. 42-55

Persistent link: https://www.econbiz.de/10011775966

Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling

Böhm, Eva; Eggert, Andreas; Terho, Harri; Ulaga, Wolfgang - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 180-197

Persistent link: https://www.econbiz.de/10012313072