Suchergebnisse - "SALES"

REAL-TIME SALES DATA, STREAMER IMPROVISATION, AND SALES PERFORMANCE: EVIDENCE FROM LIVE STREAM SELLING.

Autoren: He, Yumei Huang, Ni Wang, Lingli et al.

Quelle: MIS Quarterly. Dec2025, Vol. 49 Issue 4, p1567-1594. 28p. 2 Color Photographs, 8 Charts.

Schlagwörter: *SALES, *SELLING, *ELECTRONIC commerce, *SALES statistics, *DECISION making, LIVE streaming, DATA, PERFORMANCE

Personal selling and sales management abstracts.

Autoren: McClure, Colleen E.¹ (AUTHOR)

Quelle: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p446-458. 13p.

Schlagwörter: *SALES management, *CUSTOMER relations, *SALES presentations, *PROFITABILITY, *CONSUMER behavior, EMOTIONAL intelligence, ETHICAL problems

Drivers of B2B sales force decline and growth.

Autoren: Sinha, Prabhakant Shastri, Arun Lorimer, Sally et al.

Quelle: Journal of Personal Selling & Sales Management. Oct2025, p1-6. 6p.

Schlagwörter: *SALES statistics, *SALES force management, *CUSTOMER relations, *INDUSTRIAL marketing, *ECONOMIC change, DIGITAL technology

Geografische Kategorien: UNITED States

Holistic Selling: An Emerging Paradigm in B2B Markets.

Autoren: Kalwey, Tim Krafft, Manfred Lim, Yeji et al.

Quelle: Journal of Marketing. Nov2025, Vol. 89 Issue 6, p77-99. 23p.

Schlagwörter: *BUSINESS-to-business transactions, *SALES management, *SALES personnel, *SALES executives, *CUSTOMER relations, *CORPORATE purchasing, *DECISION making in business, DIGITAL technology

Customer demandingness and salesperson's performance: a meta-analytic examination.

Autoren: Jaramillo, Fernando Hossain, Khondoker Itani, Omar S.

Quelle: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p383-397. 15p.

Schlagwörter: *JOB performance, *SALES personnel, *JOB involvement, *CONSUMER research, *CONSUMER behavior, AGGREGATION (Statistics), SUBJECTIVE stress

There is more to sales than selling: a literature review of the roles of sales in new product development.

Autoren: Diephuis, Arend-jan Hillebrand, Bas Robben, Henry

Quelle: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p427-445. 19p.

Schlagwörter: *NEW product development, *SALES personnel, *CUSTOMER relations, *MARKETING research, *PRODUCT life cycle

A systematic review of salesperson social identities and identification at work.

Autoren: Tanner, Emily C. Schroeder, Curtis S. Flaherty, Karen

Quelle: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p398-426. 29p.

Schlagwörter: *SALES personnel, *QUALITATIVE research, *PROFESSIONS, *ORGANIZATIONAL behavior, GROUP identity, SOCIAL belonging, SOCIAL groups

Selling and sales management for successful servitization: a systematic review and research agenda.

Autoren: Kowalkowski, Christian Kramer, Victoria Eravci, Sertan et al.

Quelle: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p319-345. 27p.

Schlagwörter: *SALES management, *ORGANIZATIONAL change, *BUSINESS models, *CUSTOMER relationship management, *CUSTOMER loyalty, *CUSTOMER relations, *MARKETING research companies

The Token-Effort Effect: Trivial Redemption Effort Increases Price Promotion Effectiveness.

Autoren: Zhang, Kuangjie Allard, Thomas Agrawal, Nidhi et al.

Quelle: Journal of Marketing Research (JMR). Dec2025, Vol. 62 Issue 6, p1125-1141. 17p.

Schlagwörter: *SALES promotion, *CONSUMER behavior, *DISCOUNT prices, *CUSTOMER loyalty, *MARKETING strategy, *CONSUMER psychology

When sales managers stop pretending to be perfect: vulnerability as a catalyst for sales coachability.

Autoren: Nguyen, Carlin A. Artis, Andrew B. Anderson, Jeffrey E.

Quelle: Journal of Personal Selling & Sales Management. Oct2025, p1-16. 16p. 1 Illustration.

Schlagwörter: *SALES management, *PSYCHOLOGICAL safety, *LEADERSHIP, *ORGANIZATIONAL performance, IMPERFECTION, ADAPTABILITY (Personality)

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

Psychological reactance among B2C sales prospects.

Autoren: Balducci, Bitty Kim, Minjoo

Quelle: Journal of Personal Selling & Sales Management. Sep2025, Vol. 45 Issue 3, p294-312. 19p.

Schlagwörter: *SALES prospecting, *BUSINESS to consumer transactions, *CUSTOMER relations, PSYCHOLOGICAL reactance, EMOTIONS, SOCIAL distance, SOCIAL context

Can micromanagement be beneficial for adaptive selling? Role of salesperson creativity and managerial micromanagement during disruption.

Autoren: Kumar, Binay Gupta, Aditya Agarwal, Ravi

Quelle: Journal of Personal Selling & Sales Management. Sep2025, Vol. 45 Issue 3, p277-293. 17p.

Schlagwörter: *CHAOS theory, *SALES personnel, *ORGANIZATIONAL behavior, *SUPERVISION, *INDUSTRIAL marketing, *CUSTOMER relations

'It Forced Us to Clarify What Matters'.

Autoren: FEIFER, JASON (AUTHOR)

Quelle: Entrepreneur. Nov/Dec2025, p12-16. 3p. 2 Color Photographs.

Schlagwörter: *TICKET sales, *EVENT management, *CHIEF executive officers, *EVENT planners, SOCIAL media, RESERVATION systems

The Conditional-Promotion Paradox: When and Why Conditional Promotions Decrease Total Sales of the Promoted Product.

Autoren: Cheng, Andong Stadler Blank, Ashley

Quelle: Journal of Marketing Research (JMR). Jun2025, Vol. 62 Issue 3, p526-542. 17p.

Schlagwörter: *CONDITIONAL sales, *SALES promotion, *SALES, *MARKETING, *MARKETING strategy, *MENTAL accounting (Economic theory), *CONSUMPTION (Economics), *CONSUMER behavior

Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms.

Autoren: Bommaraju, Raghu Arunachalam, S. Hohenberg, Sebastian

Quelle: Journal of Marketing Research (JMR). Jun2025, Vol. 62 Issue 3, p447-465. 19p.

Schlagwörter: *SALES contests, *SALES personnel, *RETAIL clerks, *COMPETITION in the retail industry, *AGENCY theory, *EXPECTANCY theories, *GOAL setting in personnel management, GOAL (Psychology), SELF-determination theory

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance.

Autoren: Schmidt, Jacqueline Alavi, Sascha Springer, Sebastian et al.

Quelle: Journal of Personal Selling & Sales Management. Jun2025, Vol. 45 Issue 2, p135-153. 19p.

Schlagwörter: *SALES management, *SUPPLY & demand, *CONSUMERS, *LEADERSHIP, *SALES personnel

GHANA'S TOXIC GOLD RUSH.

Autoren: ZUCKERMAN, JOCELYN C.

Quelle: Nation. Oct2025, Vol. 321 Issue 3, p30-37. 8p. 6 Color Photographs, 1 Graph.

Schlagwörter: *GOLD mining, *GOLD sales & prices, *COCOA industry, *PUBLIC health, *HEAVY metals

Geografische Kategorien: GHANA

Gold's Value as an Investment.

Autoren: Jermann, Urban J¹ (AUTHOR)

Quelle: Review of Financial Studies. Feb2025, Vol. 38 Issue 2, p422-456. 35p.

Schlagwörter: *GOLD futures, *FUTURES sales & prices, *GOLD as an investment, *VALUE (Economics), GOLD sales & prices, ASSET sales & prices

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes.

Autoren: Ahearne, Molly Pourmasoudi, Mohsen Atefi, Yashar et al.

Quelle: Journal of Marketing. Jan2025, Vol. 89 Issue 1, p94-116. 23p.

Schlagwörter: *SALES personnel, *JOB performance, *SALES force management, *LABOR turnover, *SALES quotas, SOCIAL comparison