Suchergebnisse - "Steward, Michelle D."

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, DIGITAL technology, CORPORATE purchasing, DECISION making in business

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

Patiently winning through virtuous leadership: The impact of virtuous leadership behavior on employee engagement across time

Autoren: Steward, Michelle D Brower, Holly H Rea, Peter

Quelle: Journal of General Management ; ISSN 0306-3070 1759-6106

Verfügbarkeit: https://doi.org/10.1177/03063070241272372
https://journals.sagepub.com/doi/pdf/10.1177/03063070241272372
https://journals.sagepub.com/doi/full-xml/10.1177/03063070241272372

Credible Effects: The Impact of Disclosure of Material Connections Within Online Product Reviews.

Autoren: Steward, Michelle D. Burns, Alvin C. Morgan, Felicia N. et al.

Quelle: Journal of Public Policy & Marketing; Jul2020, Vol. 39 Issue 3, p353-368, 16p, 8 Charts

Schlagwörter: PRODUCT reviews, CONSUMER education, INFORMATION resources, FORECASTING, DISCLOSURE

Firma/Körperschaft: UNITED States. Federal Trade Commission. Bureau of Consumer Protection

Exploring Cross-National Differences in Organizational Buyers' Normative Expectations of Supplier Performance.

Autoren: Steward, Michelle D Morgan, Felicia N Crosby, Lawrence A et al.

Quelle: Journal of International Marketing; 2010, Vol. 18 Issue 1, p23-40, 18p, 4 Charts

Schlagwörter: SUPPLIERS, PERFORMANCE evaluation, INTERNATIONAL business enterprise management, BUSINESS-to-business transactions, MARKETING management, EXECUTIVES

Subject and Author Index to Volume 18.

Quelle: Journal of International Marketing; Dec2010, Vol. 18 Issue 4, p95-98, 4p

Schlagwörter: INDEXES, EXPORT marketing

Analyzing sales proposal rejections via machine learning.

Autoren: Nguyen, Peter Friend, Scott B. Chase, Kevin S. et al.

Quelle: Journal of Personal Selling & Sales Management; Mar2023, Vol. 43 Issue 1, p24-45, 22p, 2 Diagrams, 7 Charts, 2 Graphs

Schlagwörter: MACHINE learning, CONSUMERS, BUSINESS-to-business transactions

Incentivizing of inside sales units — the interplay of incentive types and unit structures.

Autoren: Homburg, Christian Morguet, Theresa R. Hohenberg, Sebastian

Quelle: Journal of Personal Selling & Sales Management; Sep2021, Vol. 41 Issue 3, p181-199, 19p, 1 Diagram, 8 Charts

Schlagwörter: INCENTIVE (Psychology), MONETARY incentives

THE NEW MATH IN B2B ONLINE REVIEWS: WHEN ARE NEGATIVELY-RATED SUPPLIERS OF INTEREST?

Autoren: Steward, Michelle D. Narus, James A. Roehm, Michelle L. et al.

Quelle: Marketing Management Journal; 2023, Vol. 33 Issue 2, p1-14, 14p

Schlagwörter: BUSINESS-to-business transactions, SOCIAL exchange, CONSUMERS' reviews, NEGATIVITY bias, SUPPLIERS, INDUSTRIAL marketing

Increasing graduates' interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice.

Autoren: Lanzrath, Aline Isabelle Homburg, Christian Ruhnau, Robin-Christopher M.

Quelle: Journal of Personal Selling & Sales Management; Sep2024, Vol. 44 Issue 3, p274-292, 19p

Schlagwörter: JOB descriptions, OCCUPATIONAL achievement, COMMUNICATION in marketing, CONJOINT analysis, DIVERSITY in education

Personal Selling and Sales Management Abstracts.

Autoren: Deeter-Schmelz, Dawn R.

Quelle: Journal of Personal Selling & Sales Management; Fall2010, Vol. 30 Issue 4, p371-388, 18p

Schlagwörter: SALES management, SELLING, RELATIONSHIP marketing, TRUST

Construct Measurement in Advertising Research.

Autoren: Bergkvist, Lars Langner, Tobias

Quelle: Journal of Advertising; 2017, Vol. 46 Issue 1, p129-140, 12p

Schlagwörter: ADVERTISING, BRANDING (Marketing), CONSUMER attitudes, CONSUMER behavior, PURCHASING

Reviews & Products: JOURNAL of Advertising (Periodical)

Salespeople as knowledge brokers: a review and critique of the challenger sales model.

Autoren: Rapp, Adam Bachrach, Daniel G. Panagopoulos, Nikolaos et al.

Quelle: Journal of Personal Selling & Sales Management; Fall2014, Vol. 34 Issue 4, p245-259, 15p, 1 Diagram, 1 Chart

Schlagwörter: TRAINING of sales personnel, SALES personnel, SALES management, SELLING, CUSTOMER relations

When the brand is your bread and butter: review, synthesis, and directions for future exploration of salespeople-brand relationships.

Autoren: Beeler, Lisa Rouziou, Maria Gyomlai, Moumita Das

Quelle: Journal of Personal Selling & Sales Management; Dec2023, Vol. 43 Issue 4, p270-288, 19p

Schlagwörter: BRANDING (Marketing), BRAND identification, CONSUMER psychology, BRAND name products, SOCIAL network analysis

Does the Customer Matter Most? Exploring Strategic Frontline Employees' Influence of Customers, the Internal Business Team, and External Business Partners.

Autoren: Plouffe, Christopher R. Bolander, Willy Cote, Joseph A. et al.

Quelle: Journal of Marketing; Jan2016, Vol. 80 Issue 1, p106-123, 18p, 1 Diagram, 5 Charts

Schlagwörter: CONSUMER behavior, CUSTOMER relations, MARKETING strategy, SOCIAL influence, SALES -- Social aspects, STAKEHOLDERS, PERFORMANCE -- Social aspects, EMPLOYEES

Personal Selling and Sales Management Abstracts.

Autoren: Deeter-Schmelz, Dawn R.

Quelle: Journal of Personal Selling & Sales Management; Fall2011, Vol. 31 Issue 4, p441-454, 14p

Schlagwörter: SALES management, SALES personnel

Reviews & Products: JOURNAL of Business Research (Periodical), INTERNATIONAL Journal of Information Management (Periodical), INDUSTRIAL Marketing Management (Periodical)

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.

Quelle: Journal of Personal Selling & Sales Management; Fall2009, Vol. 29 Issue 4, p377-387, 11p

Schlagwörter: SALES management, SUPPLY chain management, CUSTOMER relationship management, MANAGEMENT

Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics.

Autoren: Panagopoulos, Nikolaos G. Rapp, Adam A. Ogilvie, Jessica L.

Quelle: Journal of Marketing; Jul2017, Vol. 81 Issue 4, p144-164, 21p, 1 Diagram, 7 Charts

Schlagwörter: SALES personnel, CUSTOMER relations, ORGANIZATIONAL performance, SUPPLIERS, SALES

Tradeoffs in Supplier Attribute Ratings in Supplier Selection across Strategic versus Non-Strategic Purchases.

Autoren: Boone, Derrick Steward, Michelle D. Narus, James A. et al.

Quelle: Journal of Business-to-Business Marketing; Apr-Jun2020, Vol. 27 Issue 2, p97-109, 13p, 1 Diagram, 3 Charts, 2 Graphs

Schlagwörter: SUPPLIERS, CONJOINT analysis, PRODUCT attributes, FINANCIAL risk, PRODUCT quality

Cross-National Advertising and Behavioral Intentions: A Multilevel Analysis.

Autoren: Walsh, Gianfranco Shiu, Edward Hassan, Louise M.

Quelle: Journal of International Marketing; Mar2014, Vol. 22 Issue 1, p77-97, 21p, 5 Charts

Schlagwörter: ADVERTISING, ADVERTISING campaigns, ADVERTISING effectiveness, EXPORT marketing, CONSUMER behavior, CONSUMER attitudes, STANDARDIZATION, CROSS-cultural studies