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Preisverhalten im Wettbewerb : eine empirische Untersuchung von Einflussfaktoren und Auswirkungen im Business-to-Business-Kontext
Totzek, Dirk - 2011 - 1. Aufl.
Persistent link: https://www.econbiz.de/10008933664
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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
On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a "no conversion, no conversation" (NC2) sales strategy. Is this a good or bad sales strategy? Based on a multisource...
Persistent link: https://www.econbiz.de/10014501676
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: Journal of Product Innovation Management 39 (2021) 3, pp. 445-463
Persistent link: https://www.econbiz.de/10012636151
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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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Personal selling for luxury brands : the effect of cognitive and affective influence strategies on customer value perceptions
Wieseke, Jan; Mauer, Michael; Alavi, Sascha - In: Luxury marketing : a challenge for theory and practice, (pp. 359-376). 2013
Persistent link: https://www.econbiz.de/10009667667
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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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Warm glow or extra charge? : the ambivalent effect of corporate social responsibility activities on customers’ perceived price fairness
Habel, Johannes; Schons, Laura Marie; Alavi, Sascha; … - In: Journal of marketing 80 (2016) 1, pp. 84-105
Persistent link: https://www.econbiz.de/10011507459
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Gambled price discounts : a remedy to the negative side effects of regular price discounts
Alavi, Sascha; Bornemann, Torsten; Wieseke, Jan - In: Journal of marketing 79 (2015) 2, pp. 62-78
Persistent link: https://www.econbiz.de/10010507907
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Willing to pay more, eager to pay less : the role of customer loyalty in price negotiations
Wieseke, Jan; Alavi, Sascha; Habel, Johannes - In: Journal of marketing 78 (2014) 6, pp. 17-37
Persistent link: https://www.econbiz.de/10010463462
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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