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Advancing sales theory through...
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Service-dominant logic
52
Salespeople
49
Service-Dominant Logic
49
Verkaufspersonal
49
Marketing theory
36
Marketingtheorie
35
Relationship marketing
34
Beziehungsmarketing
33
Betriebliche Wertschöpfung
29
Value creation
29
Selling
25
Verkauf
25
Dienstleistung
16
B-to-B-Marketing
15
Business-to-business marketing
15
Marketing management
14
Marketingmanagement
14
Services
14
Dienstleistungsmarketing
13
Innovation
13
Services marketing
13
Marketing
12
Theory
11
Lieferantenmanagement
10
Supplier relationship management
10
Consumer behaviour
9
Customer integration
9
Erfolgsfaktor
9
Institutional economics
9
Institutionenökonomik
9
Institutions
9
Konsumentenverhalten
9
Kundenintegration
9
New product development
9
Produktentwicklung
9
Success factor
9
Theorie
9
USA
9
United States
9
Strategisches Management
8
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Undetermined
88
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41
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Article
233
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60
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Article in journal
135
Aufsatz in Zeitschrift
135
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20
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20
Collection of articles of several authors
4
Sammelwerk
4
conceptual-paper
4
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3
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3
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3
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3
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2
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2
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2
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1
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1
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Language
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English
234
Undetermined
57
German
2
Author
All
Vargo, Stephen L.
138
Ahearne, Michael
128
Lusch, Robert F.
69
Hartmann, Nathaniel N.
27
Lam, Son K.
26
Akaka, Melissa Archpru
23
Rapp, Adam
22
Wieland, Heiko
19
Kraus, Florian
16
Schillewaert, Niels
16
Mathieu, John
12
Jelinek, Ronald
11
Koskela-Huotari, Kaisa
10
Wieseke, Jan
10
Hall, Zachary
8
Rutherford, Brian N.
8
Hughes, Douglas E.
7
Lussier, Bruno
7
MacKenzie, Scott B.
7
Podsakoff, Philip M.
7
Steenburgh, Thomas J.
7
Bolander, Willy
6
Boichuk, Jeffrey
5
Jones, Eli
5
Lam, Son K
5
Maglio, Paul P.
5
Manning, Gerald L.
5
Reece, Barry L.
5
Atefi, Yashar
4
Bommaraju, Raghu
4
Chaker, Nawar N.
4
Chandler, Jennifer D.
4
Friend, Scott B.
4
Habel, Johannes
4
Hall, Zachary R.
4
Hamwi, G. Alexander
4
Hayati, Babak
4
Kothandaraman, Prabakar
4
Krause, Ryan
4
Pourmasoudi, Mohsen
4
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Academy of Marketing Science
1
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Journal of the Academy of Marketing Science
23
Journal of marketing
21
Industrial marketing management : the international journal for industrial and high-tech firms
20
Journal of business research : JBR
14
AMS review : official publication of the Academy of Marketing Science
9
European journal of marketing : EJM
7
Journal of business market management : jbm
7
Marketing theory
7
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
6
Review of marketing research
5
Harvard business review : HBR
4
Journal of marketing research : JMR
4
Journal of retailing
4
European Journal of Marketing
3
Information systems and e-business management : ISeB
3
International Journal of Physical Distribution & Logistics Management
3
International journal of physical distribution & logistics management : IJPD & LM
3
Journal of Business Research
3
Journal of international marketing
3
Journal of macromarketing : examining the interactions among markets, marketing, and society
3
Journal of personal selling & sales management : JPSSM
3
Journal of service research
3
The journal of personal selling & sales management : JPSSM
3
E-novation for competitive advantage in collaborative globalization : technologies for emerging e-business strategies
2
Handbook of business-to-business marketing
2
Harvard-Business-Manager : das Wissen der Besten
2
International journal of business environment : IJBE
2
International journal of quality and service sciences
2
Journal of Service Management
2
Journal of marketing research
2
Journal of marketing theory and practice
2
Journal of service management
2
Journal of service research : JSR
2
Management science : journal of the Institute for Operations Research and the Management Sciences
2
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
2
Organizational dynamics : a quarterly review of organizational behavior for professional managers
2
Service Science
2
Service science, management and engineering : education for the 21st Century
2
The journal of business & industrial marketing
2
The journal of personal selling & sales management
2
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Source
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ECONIS (ZBW)
209
OLC EcoSci
60
Other ZBW resources
12
RePEc
9
USB Cologne (EcoSocSci)
3
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61
Why sales reps should welcome information technology : measuring the impact of CRM-based IT on sales effictiveness
Ahearne, Michael
;
Hughes, Douglas E.
;
Schillewaert, Niels
- In:
International journal of research in marketing : IJRM ; …
24
(
2007
)
4
,
pp. 336-349
Persistent link: https://www.econbiz.de/10003593796
Saved in:
62
High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms
Ahearne, Michael
;
Jones, Eli
;
Rapp, Adam
;
Mathieu, John
- In:
Management science : journal of the Institute for …
54
(
2008
)
4
,
pp. 671-685
Persistent link: https://www.econbiz.de/10003701548
Saved in:
63
The role of technology at the interface between salespeople and consumers
Ahearne, Michael
;
Rapp, Adam
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
2
,
pp. 111-120
Persistent link: https://www.econbiz.de/10003981257
Saved in:
64
The role of consensus in sales team performance
Ahearne, Michael
;
MacKenzie, Scott B.
;
Podsakoff, Philip M.
- In:
Journal of marketing research : JMR
47
(
2010
)
3
,
pp. 458-469
Persistent link: https://www.econbiz.de/10003983725
Saved in:
65
Selling today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2012
-
12th ed., international ed.
Persistent link: https://www.econbiz.de/10009008485
Saved in:
66
Toward a contingency framework of interpersonal influence in organizational identification diffusion
Kraus, Florian
;
Ahearne, Michael
;
Lam, Son K.
;
Wieseke, Jan
- In:
Organizational behavior and human decision processes : …
118
(
2012
)
2
,
pp. 162-178
Persistent link: https://www.econbiz.de/10009568854
Saved in:
67
Sales force performance : a typology and future research priorities
Ahearne, Michael
;
Lam, Son K.
- In:
Handbook of business-to-business marketing
,
(pp. 496-520)
.
2012
Persistent link: https://www.econbiz.de/10009500124
Saved in:
68
Challenges of CRM implementation in business-to-business markets : a contingency perspective
Ahearne, Michael
;
Rapp, Adam
;
Mariadoss, Babu John
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 117-129
Persistent link: https://www.econbiz.de/10009505513
Saved in:
69
A multinational examination of the symbolic-instrumental framework of consumer-brand identification
Lam, Son K.
;
Ahearne, Michael
;
Schillewaert, Niels
- In:
Journal of international business studies : JIBS ; an …
43
(
2012
)
3
,
pp. 306-331
Persistent link: https://www.econbiz.de/10009531449
Saved in:
70
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
Saved in:
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