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A synthesis of research on the...
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Salespeople
20
Verkaufspersonal
20
Selling
10
Verkauf
10
Beziehungsmarketing
5
Relationship marketing
5
B-to-B-Marketing
4
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4
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4
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4
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4
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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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3
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3
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3
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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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2
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2
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2
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2
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2
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2
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29
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Hughes, Douglas E.
32
Schrock, Wyatt A.
8
Ahearne, Michael
7
Rapp, Adam
6
Le Bon, Joël
5
Richards, Keith A.
5
Zhao, Yanhui
5
Good, Valerie
4
Schillewaert, Niels
3
Beitelspacher, Lauren Skinner
2
Calantone, Roger J.
2
Fu, Frank Q.
2
Grewal, Dhruv
2
Jones, Eli
2
Malshe, Avinash
2
Ogilvie, Jessica L.
2
Rapp, Adam A.
2
Voorhees, Clay M.
2
Wang, Hao
2
Amin, Mohammad Sakif
1
Bachrach, Daniel G.
1
Baldus, Brian
1
Bolander, Willy
1
Bon, Joël
1
Epler, Rhett T.
1
Ferris, Gerald R.
1
Flaherty, Karen E.
1
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1
Hochstein, Bryan W.
1
Hollenbeck, John R.
1
Jindal, Rupinder
1
Jindal, Rupinder Paul
1
Kirca, Ahmet H.
1
Kumar, Anand
1
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1
Leach, Mark P.
1
Liu, Dong
1
McGrath, Sean
1
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1
Satornino, Cinthia B.
1
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Journal of the Academy of Marketing Science
10
Industrial marketing management : the international journal for industrial and high-tech firms
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of marketing
3
The journal of personal selling & sales management : JPSSM
3
Journal of personal selling & sales management
2
Journal of service research
2
Marketing letters : a journal of research in marketing
2
Journal of marketing research : JMR
1
Journal of personal selling & sales management : JPSSM
1
Journal of retailing
1
Journal of service research : JSR
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ECONIS (ZBW)
29
OLC EcoSci
6
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1
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35
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1
Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Fu, Frank Q.
; …
- In:
Marketing letters : a journal of research in marketing
27
(
2016
)
2
,
pp. 351-360
Persistent link: https://www.econbiz.de/10011486562
Saved in:
2
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
3
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
4
Effectual selling in service ecosystems
Wang, Hao
;
Schrock, Wyatt A.
;
Kumar, Anand
;
Hughes, …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 251-266
Persistent link: https://www.econbiz.de/10012395128
Saved in:
5
JPSSM since the beginning : intellectual cornerstones, knowledge structure, and thematic developments
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Hughes, Douglas E.
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 321-343
Persistent link: https://www.econbiz.de/10011629747
Saved in:
6
This ad's for you : the indirect effect of advertising perceptions on salesperson effort and performance
Hughes, Douglas E.
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 1-18
Persistent link: https://www.econbiz.de/10009719773
Saved in:
7
Brand relevance and the effects of product proliferation across product categories
Zhao, Yanhui
;
Zhang, Yufei
;
Wang, Joyce
;
Schrock, Wyatt A.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1192-1210
Persistent link: https://www.econbiz.de/10012386911
Saved in:
8
Managing ambiguity : salesperson bricolage behavior and its organizational determinants
Epler, Rhett T.
;
Schrock, Wyatt A.
;
Leach, Mark P.
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 142-161
Persistent link: https://www.econbiz.de/10014575073
Saved in:
9
Thirty years of service failure and recovery research : thematic development and future research opportunities from a social network perspective
Liu, Dong
;
Zhao, Yanhui
;
Wang, Guocai
;
Schrock, Wyatt A.
; …
- In:
Journal of service research
27
(
2024
)
2
,
pp. 268-282
Persistent link: https://www.econbiz.de/10014580436
Saved in:
10
Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Hughes, Douglas E.
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
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