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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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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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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
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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 : JPSSM 41 (2021) 3, pp. 218-232
Persistent link: https://www.econbiz.de/10012623648
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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
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
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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
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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
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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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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