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Don't try harder : using customer inoculation to build resistance against service failures
Mikolon, Sven; Quaiser, Benjamin; Wieseke, Jan - In: Journal of the Academy of Marketing Science 43 (2015) 4, pp. 512-527
Persistent link: https://www.econbiz.de/10011306301
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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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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
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Resolving conflict over salespeple's brand adoption in franchised channels of distribution
Rajab, Thomas; Kraus, Florian; Wieseke, Jan - In: Review of managerial science 7 (2013) 4, pp. 443-473
Persistent link: https://www.econbiz.de/10010196973
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There is nothing permanent except change : analyzing individual price dynamics in "pay-what-you-want" situations
Schons, Laura Marie; Rese, Mario; Wieseke, Jan; … - In: Marketing letters : a journal of research in marketing 25 (2014) 1, pp. 25-36
Persistent link: https://www.econbiz.de/10010259971
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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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"Menschen an der Haustür unvorbereitet anzusprechen und einen Staubsauger verkaufen zu wollen, passt nicht mehr in unsere Zeit"
Strecker, Reiner (interviewee);  … - In: Marketing review St. Gallen : Marketingfachzeitschrift … 32 (2015) 6, pp. 8-11
Persistent link: https://www.econbiz.de/10011559947
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Herausforderung und Potenziale im Vertrieb
Schmitz, Christian; Wieseke, Jan - In: Marketing review St. Gallen : Marketingfachzeitschrift … 32 (2015) 6, pp. 12-21
Persistent link: https://www.econbiz.de/10011559950