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Understanding the adoption of new brands through salespeople : a multilevel framework
Wieseke, Jan; Homburg, Christian; Lee, Nick - In: Journal of the Academy of Marketing Science 36 (2008) 2, pp. 278-291
Persistent link: https://www.econbiz.de/10003725661
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Implementing the marketing concept at the employee-customer interface : the role of customer need knowledge
Homburg, Christian; Wieseke, Jan; Bornemann, Torsten - In: Journal of marketing 73 (2009) 4, pp. 64-81
Persistent link: https://www.econbiz.de/10003860862
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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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When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Homburg, Christian; Wieseke, Jan; Lukas, Bryan A.; … - In: Journal of the Academy of Marketing Science 39 (2011) 5, pp. 664-682
Persistent link: https://www.econbiz.de/10009381733
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The role of leaders in internal marketing
Wieseke, Jan; Ahearne, Michael; Lam, Son K.; Dick, Rolf van - In: Journal of marketing 73 (2009) 2, pp. 123-145
Persistent link: https://www.econbiz.de/10003820612
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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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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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Erfolgsstrategien im persönlichen Verkauf von Luxusmarken
Wieseke, Jan; Alavi, Sascha; Habel, Johannes; Dörfer, … - In: Marketing : ZFP ; journal of research and management 35 (2013) 2, pp. 131-143
Persistent link: https://www.econbiz.de/10009750430
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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