Suchergebnisse - "Mangus, Stephanie M."

Personal selling and sales management abstracts.

Autoren: Mangus, Stephanie M. E. McClure, Colleen

Quelle: Journal of Personal Selling & Sales Management; Jun2025, Vol. 45 Issue 2, p188-199, 12p

Schlagwörter: CONSUMER behavior, COGNITIVE dissonance, SALES management, SOCIAL learning theory, BEHAVIOR modification, LEADERSHIP training, TEACHER burnout, SUPERVISORS, SALES executives

Conceptualizing an integrative typology of sales enablement strategy.

Autoren: Friend, Scott B. Mangus, Stephanie M. Pullins, Ellen Bolman et al.

Quelle: Journal of Personal Selling & Sales Management; Mar2025, Vol. 45 Issue 1, p64-81, 18p

Schlagwörter: SCHOLARLY method, INNOVATION adoption, ORGANIZATIONAL aims & objectives, CHANGE management, MANAGEMENT philosophy, ORGANIZATIONAL learning

Personal selling and sales management abstracts.

Autoren: Mangus, Stephanie M.

Quelle: Journal of Personal Selling & Sales Management; Dec2022, Vol. 42 Issue 4, p406-416, 11p

Schlagwörter: SUPERIOR-subordinate relationship, BUSINESS negotiation, NEGATIVE binomial distribution, CULTURE, PSYCHOMETRICS, RETAIL industry

Personal-selling and sales-management abstracts.

Autoren: Mangus, Stephanie M.

Quelle: Journal of Personal Selling & Sales Management; Jun2023, Vol. 43 Issue 2, p146-158, 13p

Schlagwörter: LEARNING goals, BUSINESS ethics, TEACHER burnout, SUPERVISORS, SALES personnel, BUSINESS negotiation, BUSINESS enterprises, PSYCHOPATHS, SOCIAL cognitive theory

Personal selling and sales management abstracts.

Autoren: Mangus, Stephanie M.

Quelle: Journal of Personal Selling & Sales Management; Jun2024, Vol. 44 Issue 2, p196-208, 13p

Schlagwörter: BUSINESS negotiation, BUSINESS ethics, LEADERSHIP training, SUPERVISORS, BUSINESSPEOPLE, CONSUMER behavior, CONSUMER attitudes, MEDIATORS (Persons)

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe.

Autoren: Rouziou, Maria Bolander, Willy Peesker, Karen et al.

Quelle: Journal of International Marketing; Jun2025, Vol. 33 Issue 2, p61-82, 22p

Schlagwörter: COVID-19 pandemic, INSTITUTIONAL logic, SALES management, INDUCTION (Logic), CONSUMERS

Personal selling and sales management abstracts.

Autoren: MangusStephanie M., Stephanie M.Mangus

Quelle: Journal of Personal Selling & Sales Management; Dec2024, Vol. 44 Issue 4, p343-354, 12p

Schlagwörter: BUSINESSPEOPLE, GENERATIVE artificial intelligence, FIVE-factor model of personality, CONSUMER behavior, SALES personnel, SUPERVISORS, ACTIVE learning, OCCUPATIONAL training

Salesperson rapport: a literature review and research agenda for an evolving digital sales process.

Autoren: Good, Valerie Mangus, Stephanie M. Pullins, Ellen Bolman

Quelle: Journal of Personal Selling & Sales Management; Dec2023, Vol. 43 Issue 4, p245-269, 25p

Schlagwörter: HIGH technology industries, CUSTOMER relations, SALES personnel, DIGITAL communications, VIRTUAL communications, CONSUMERS

Horizontal Referrals in B2B Markets.

Autoren: Hada, Mahima De Bruyn, Arnaud Lilien, Gary L.

Quelle: Journal of Marketing Research (JMR); Feb2024, Vol. 61 Issue 1, p143-164, 22p

Schlagwörter: BUSINESS referrals, INDUSTRIAL marketing, BUSINESS-to-business transactions, INDUSTRIAL procurement, SUPPLIER relationship management, TRUST

Personal selling and sales management abstracts.

Autoren: Deeter-Schmelz, Dawn R.

Quelle: Journal of Personal Selling & Sales Management; Dec2020, Vol. 40 Issue 4, p306-314, 9p

Schlagwörter: SELLING, SALES, SALES personnel, SALES management

Sales Pipeline Technology: Automated Lead Nurturing.

Autoren: Habel, Johannes Hartmann, Nathaniel N. Wiseman, Phillip et al.

Quelle: Journal of Marketing; Sep2025, Vol. 89 Issue 5, p66-87, 22p

Schlagwörter: AUTOMATION, SALES management, RELATIONSHIP marketing, CONSUMER behavior, TARGETED advertising, AUTOMATION software

Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output.

Autoren: Samaraweera, Manoshi Gelb, Betsy D. Bolander, Willy et al.

Quelle: Journal of Personal Selling & Sales Management; Sep2023, Vol. 43 Issue 3, p207-221, 15p, 1 Diagram, 3 Charts, 2 Graphs

Schlagwörter: INSTITUTIONAL environment, SALES personnel, TRANSFORMATIONAL leadership

Do opposites attract? Assimilation and differentiation as relationship-building strategies.

Autoren: Mangus, Stephanie M. Ruvio, Ayalla

Quelle: Journal of Personal Selling & Sales Management; Mar2019, Vol. 39 Issue 1, p60-80, 21p, 1 Diagram, 3 Charts

Schlagwörter: ASSIMILATION (Sociology), DIFFERENTIATION (Sociology), LEARNING, CUSTOMER relations, CONSUMER preferences

Author Index.

Quelle: AMA Summer Academic Conference Proceedings; 2014, Vol. 25, pAI-1-AI-4, 4p

Schlagwörter: AUTHORS, MARKETING strategy

Firma/Körperschaft: AMERICAN Marketing Association

Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange.

Autoren: Arndt, Aaron D. Epler, Rhett Evans, Kenneth et al.

Quelle: Journal of Personal Selling & Sales Management; Mar2025, Vol. 45 Issue 1, p45-63, 19p

Schlagwörter: CONSUMERS, EMPATHY, UNIVERSITY research, SALES personnel, CONVERSATION

Digitalisation of manufacturing and innovation: the role of inbound open innovation and environmental turbulence in enabling Industry 4.0-based innovation.

Autoren: Fiorini, Paula De Camargo Jugend, Daniel Scaliza, Janaina Aparecida Alves et al.

Quelle: Production Planning & Control; Oct2025, Vol. 36 Issue 13, p1713-1732, 20p

Schlagwörter: OPEN innovation, NON-monogamous relationships, DIGITAL technology, PRODUCT improvement, INDUSTRY 4.0

Online chat encounters: Satisfying customers through dialogical interaction.

Autoren: Folse, Judith Anne Garretson Bock, Dora E. Mangus, Stephanie M. et al.

Quelle: Journal of Business Research. Mar2025, Vol. 190, pN.PAG-N.PAG. 1p.

Schlagwörter: *CUSTOMER satisfaction, *CONSUMERS, *RELATIONSHIP marketing, ONLINE chat, SATISFACTION

Gratitude in buyer-seller relationships: a dyadic investigation.

Autoren: Mangus, Stephanie M. Bock, Dora E. Jones, Eli et al.

Quelle: Journal of Personal Selling & Sales Management; Sep2017, Vol. 37 Issue 3, p250-267, 18p, 1 Diagram, 4 Charts, 1 Graph

Schlagwörter: SALES personnel, GRATITUDE, CLASSIFICATION, EMOTIONS, INFORMATION organization, SELLING, MATHEMATICAL models, ACCESS to information

Exploring the drivers of B2B end user engagement.

Autoren: Fehl, Amy Greiner Good, Valerie Arnold, Todd

Quelle: Journal of Personal Selling & Sales Management; Sep2023, Vol. 43 Issue 3, p159-177, 19p, 4 Diagrams, 5 Charts

Schlagwörter: BUSINESS-to-business transactions, SOCIAL exchange, PERCEIVED quality, NUDGE theory, BRAND name products

The interplay between business and personal trust on relationship performance in conditions of market turbulence.

Autoren: Mangus, Stephanie M. Jones, Eli Folse, Judith Anne Garretson et al.

Quelle: Journal of the Academy of Marketing Science; Nov2020, Vol. 48 Issue 6, p1138-1155, 18p

Schlagwörter: TRUST, BUSINESS-to-business transactions, ATTITUDE (Psychology), CUSTOMER loyalty, RELATIONSHIP marketing