//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Searching for a Needle in a Ha...
Similar by person
Narrow search
Narrow search
Year of publication
From:
To:
Subject
All
Salespeople
36
Verkaufspersonal
36
Selling
19
Verkauf
19
Führungsstil
14
Leadership style
14
Beziehungsmarketing
13
Relationship marketing
13
B-to-B-Marketing
10
Business-to-business marketing
10
Job satisfaction
10
USA
10
United States
10
Arbeitszufriedenheit
9
Arbeitsverhalten
8
Führungskräfte
8
Managers
8
Work behaviour
8
Erfolgsfaktor
7
Market research
7
Marktforschung
7
Success factor
7
Arbeitsgruppe
6
Außendienst
6
Consumer behaviour
6
Field sales force
6
Firm performance
6
Konsumentenverhalten
6
Management
6
Marketing management
6
Marketingmanagement
6
Team
6
Unternehmenserfolg
6
Betriebliche Wertschöpfung
5
Bibliometrics
5
Bibliometrie
5
Brand management
5
Dienstleistungsqualität
5
Employee retention
5
Information technology
5
more ...
less ...
Online availability
All
Undetermined
51
Free
42
Type of publication
All
Article
177
Book / Working Paper
62
Type of publication (narrower categories)
All
Article in journal
84
Aufsatz in Zeitschrift
84
Aufsatz im Buch
6
Book section
6
Lehrbuch
5
Textbook
5
Reprint
3
research-article
3
Aufsatzsammlung
2
Glossar enthalten
2
Glossary included
2
Case study
1
Fallstudie
1
more ...
less ...
Language
All
English
156
Undetermined
82
German
1
Author
All
Ahearne, Michael
128
Podsakoff, Philip M.
60
MacKenzie, Scott B.
42
Bommer, William H.
40
Lam, Son K.
26
Rapp, Adam
22
Podsakoff, Nathan P.
18
Rubin, Robert S.
17
Kraus, Florian
16
Schillewaert, Niels
16
Mackenzie, Scott B.
13
Mathieu, John
12
Jelinek, Ronald
11
Wieseke, Jan
10
Baldwin, Timothy T.
8
Hall, Zachary
8
Bachrach, Daniel G.
7
Hughes, Douglas E.
7
Steenburgh, Thomas J.
7
Boichuk, Jeffrey
5
Jones, Eli
5
Kuskova, Valentina V.
5
Lam, Son K
5
Manning, Gerald L.
5
Organ, Dennis W.
5
Reece, Barry L.
5
Atefi, Yashar
4
Bolander, Willy
4
Bommaraju, Raghu
4
Dierdorff, Erich C.
4
Hall, Zachary R.
4
Hartmann, Nathaniel N.
4
Hayati, Babak
4
Kothandaraman, Prabakar
4
Krause, Ryan
4
Milevoj, Emil
4
Pourmasoudi, Mohsen
4
Rana, Shailesh
4
Rapp, Tammy
4
Steenburgh, Thomas
4
more ...
less ...
Published in...
All
Journal of marketing
21
Journal of the Academy of Marketing Science
13
The leadership quarterly : LQ ; an international journal of political, social and behavioral science
12
Journal of management : JOM
11
Industrial marketing management : the international journal for industrial and high-tech firms
8
Journal of retailing
8
Journal of marketing research : JMR
7
Organizational Behavior and Human Decision Processes
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Business horizons
4
Harvard business review : HBR
4
Journal of personal selling & sales management : JPSSM
4
Academy of Management journal : AMJ
3
Academy of Management learning & education : AMLE
3
Journal of consumer research : JCR ; an interdisciplinary bimonthly
3
Journal of managerial psychology
3
Fundamentals of marketing research ; Vol. 3
2
Group & organization management : an international journal
2
Harvard-Business-Manager : das Wissen der Besten
2
Journal of Business Research
2
Journal of Managerial Psychology
2
Journal of business research : JBR
2
Journal of marketing research
2
Journal of marketing theory and practice
2
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
2
Journal of service research
2
Management information systems : mis quarterly
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
Strategic entrepreneurship journal : SEJ
2
Strategic management journal
2
The journal of personal selling & sales management
2
The journal of personal selling & sales management : JPSSM
2
AMS review : official publication of the Academy of Marketing Science
1
Advances in international comparative management : a research annual
1
Applied readings in personnel and human resource management
1
Business Horizons
1
Darden Business School Working Paper
1
Decision sciences : DS
1
Emerging markets review
1
more ...
less ...
Source
All
ECONIS (ZBW)
146
OLC EcoSci
69
RePEc
12
USB Cologne (EcoSocSci)
7
Other ZBW resources
5
Showing
161
-
170
of
239
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
161
Open negotiation : the back-end benefits of salespeople's transparency in the front end
Atefi, Yashar
;
Ahearne, Michael
;
Hohenberg, Sebastian
; …
- In:
Journal of marketing research
57
(
2020
)
6
,
pp. 1076-1094
Persistent link: https://www.econbiz.de/10012391109
Saved in:
162
Advancing sales theory through a holistic view : how social structures frame selling : introduction
Hartmann, Nathaniel N.
;
Wieland, Heiko
;
Vargo, Stephen L.
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 221-226
Persistent link: https://www.econbiz.de/10012395123
Saved in:
163
Systemic and holistic perspectives on sales theory
Hartmann, Nathaniel N.
(
ed.
);
Wieland, Heiko
(
ed.
); …
-
2020
Persistent link: https://www.econbiz.de/10012395135
Saved in:
164
Why are some salespeople better at adapting to organizational change?
Ahearne, Michael
;
Lam, Son K.
;
Mathieu, John E.
; …
- In:
Journal of marketing
74
(
2010
)
3
,
pp. 65-79
Persistent link: https://www.econbiz.de/10008822093
Saved in:
165
Selling today : partnering to create value
Manning, Gerald L.
;
Ahearne, Michael
;
Reece, Barry L.
-
2018
-
Fourteenth edition
Persistent link: https://www.econbiz.de/10011569873
Saved in:
166
How to sell new products : focus on learning, not performance
Steenburgh, Thomas J.
;
Ahearne, Michael
- In:
Harvard business review : HBR
96
(
2018
)
6
,
pp. 92-101
Persistent link: https://www.econbiz.de/10011942185
Saved in:
167
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
168
Sales force leadership during strategy implementation : a social network perspective
Hayati, Babak
;
Atefi, Yashar
;
Ahearne, Michael
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 612-631
Persistent link: https://www.econbiz.de/10011911266
Saved in:
169
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
170
Special issue: the interface of service and sales
Rapp, Adam
(
ed.
);
Baker, Thomas L.
(
ed.
); …
-
2020
Persistent link: https://www.econbiz.de/10012183536
Saved in:
First
Prev
13
14
15
16
17
18
19
20
21
22
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->