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There is nothing permanent except change-analyzing individual price dynamics in 'pay-what-you-want' situations.
- Published in:
- Marketing Letters, 2014, v. 25, n. 1, p. 25, doi. 10.1007/s11002-013-9237-2
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- Article
Organizational identification as a determinant of customer orientation in service organizations.
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- Marketing Letters, 2007, v. 18, n. 4, p. 265, doi. 10.1007/s11002-007-9021-2
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- Publication type:
- Article
Development and Analysis of a Sales-Based Leading Indicator for Economic Developments.
- Published in:
- Marketing ZFP - Journal of Research & Management, 2021, v. 43, n. 1/2, p. 54, doi. 10.15358/0344-1369-2021-1-2-54
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- Publication type:
- Article
Erfolgsstrategien im persönlichen Verkauf von Luxusmarken.
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- Marketing ZFP - Journal of Research & Management, 2013, v. 35, n. 2, p. 131, doi. 10.15358/0344-1369_2013_2_131
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- Publication type:
- Article
How attributions of coproduction motives shape customer relationships over time.
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- Journal of the Academy of Marketing Science, 2023, v. 51, n. 5, p. 990, doi. 10.1007/s11747-022-00910-6
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- Publication type:
- Article
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects.
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- Journal of the Academy of Marketing Science, 2021, v. 49, n. 3, p. 502, doi. 10.1007/s11747-020-00763-x
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- Publication type:
- Article
The role of leadership in salespeople’s price negotiation behavior.
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- Journal of the Academy of Marketing Science, 2018, v. 46, n. 4, p. 703, doi. 10.1007/s11747-017-0566-1
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- Publication type:
- Article
Life could be so easy: the convenience effect of round price endings.
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- Journal of the Academy of Marketing Science, 2016, v. 44, n. 4, p. 474, doi. 10.1007/s11747-015-0428-7
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- Publication type:
- Article
Erratum to: Life could be so easy: the convenience effect of round price endings.
- Published in:
- 2016
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- Publication type:
- Erratum
Don't try harder: using customer inoculation to build resistance against service failures.
- Published in:
- Journal of the Academy of Marketing Science, 2015, v. 43, n. 4, p. 512, doi. 10.1007/s11747-014-0398-1
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- Publication type:
- Article
It's a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success.
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- Journal of the Academy of Marketing Science, 2013, v. 41, n. 6, p. 625, doi. 10.1007/s11747-013-0333-x
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- Publication type:
- Article
Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value.
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- Journal of the Academy of Marketing Science, 2012, v. 40, n. 6, p. 745, doi. 10.1007/s11747-011-0290-1
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- Publication type:
- Article
When salespeople develop negative headquarters stereotypes: performance effects and managerial remedies.
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- Journal of the Academy of Marketing Science, 2011, v. 39, n. 5, p. 664, doi. 10.1007/s11747-010-0233-2
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- Publication type:
- Article
Social influence on salespeople’s adoption of sales technology: a multilevel analysis.
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- Journal of the Academy of Marketing Science, 2010, v. 38, n. 2, p. 159, doi. 10.1007/s11747-009-0157-x
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- Publication type:
- Article
Understanding the adoption of new brands through salespeople: a multilevel framework.
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- Journal of the Academy of Marketing Science, 2008, v. 36, n. 2, p. 278, doi. 10.1007/s11747-007-0055-z
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- Publication type:
- Article
Relationships between leader and follower organizational identification and implications for follower attitudes and behaviour.
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- Journal of Occupational & Organizational Psychology, 2007, v. 80, n. 1, p. 133, doi. 10.1348/096317905X71831
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- Publication type:
- Article
Customer Satisfaction, Analyst Stock Recommendations, and Firm Value.
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- Journal of Marketing Research (JMR), 2010, v. 47, n. 6, p. 1041, doi. 10.1509/jmkr.47.6.1041
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- Publication type:
- Article
Frontline Employees as Corporate Social Responsibility (CSR) Ambassadors: A Quasi-Field Experiment.
- Published in:
- Journal of Business Ethics, 2019, v. 157, n. 2, p. 359, doi. 10.1007/s10551-018-3790-9
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- Publication type:
- Article
Scrooge Posing as Mother Teresa: How Hypocritical Social Responsibility Strategies Hurt Employees and Firms.
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- Journal of Business Ethics, 2019, v. 157, n. 2, p. 339, doi. 10.1007/s10551-018-3788-3
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- Publication type:
- Article
Log-likelihood-based Pseudo-R<sup>2</sup> in Logistic Regression.
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- Sociological Methods & Research, 2018, v. 47, n. 3, p. 507, doi. 10.1177/0049124116638107
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- Publication type:
- Article
The ambivalent role of monetary sales incentives in service innovation selling.
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- Journal of Product Innovation Management, 2022, v. 39, n. 3, p. 445, doi. 10.1111/jpim.12600
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- Publication type:
- Article
Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers' Perceived Price Fairness.
- Published in:
- Journal of Marketing, 2016, v. 80, n. 1, p. 84, doi. 10.1509/jm.14.0389
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- Publication type:
- Article
Engaging Customers in Coproduction Processes: How Value-Enhancing and Intensity-Reducing Communication Strategies Mitigate the Negative Effects of Coproduction Intensity.
- Published in:
- Journal of Marketing, 2015, v. 79, n. 6, p. 17, doi. 10.1509/jm.14.0357
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- Publication type:
- Article
Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts.
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- Journal of Marketing, 2015, v. 79, n. 2, p. 62, doi. 10.1509/jm.12.0408
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- Publication type:
- Article
Footprints in the Sands of Time: A Comparative Analysis of the Effectiveness of Customer Satisfaction and Customer-Company Identification over Time.
- Published in:
- Journal of Marketing, 2014, v. 78, n. 6, p. 78, doi. 10.1509/jm.13.0509
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- Publication type:
- Article
Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations.
- Published in:
- Journal of Marketing, 2014, v. 78, n. 6, p. 17, doi. 10.1509/jm.13.0104
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- Publication type:
- Article
Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance?
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- Journal of Marketing, 2012, v. 76, n. 3, p. 56, doi. 10.1509/jm.09.0487
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- Publication type:
- Article
Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes.
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- Journal of Marketing, 2012, v. 76, n. 3, p. 1, doi. 10.1509/jm.10.0444
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- Publication type:
- Article
Implementing the Marketing Concept at the Employee–Customer Interface: The Role of Customer Need Knowledge.
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- Journal of Marketing, 2009, v. 73, n. 4, p. 64, doi. 10.1509/jmkg.73.4.064
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- Publication type:
- Article
The Role of Leaders in Internal Marketing.
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- Journal of Marketing, 2009, v. 73, n. 2, p. 123, doi. 10.1509/jmkg.73.2.123
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- Publication type:
- Article
Social Identity and the Service–Profit Chain.
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- Journal of Marketing, 2009, v. 73, n. 2, p. 38, doi. 10.1509/jmkg.73.2.38
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- Publication type:
- Article
Excellence in Sales Management.
- Published in:
- 2015
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- Publication type:
- Editorial
Herausforderungen und Potenziale im Vertrieb.
- Published in:
- Marketing Review St. Gallen, 2015, v. 32, n. 6, p. 12, doi. 10.1007/s11621-015-0596-3
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- Publication type:
- Article
'Menschen an der Haustür unvorbereitet anzusprechen und einen Staubsauger verkaufen zu wollen, passt nicht mehr in unsere Zeit'.
- Published in:
- 2015
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- Publication type:
- Interview
Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products.
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- Journal of Consumer Psychology (John Wiley & Sons, Inc. ), 2018, v. 28, n. 4, p. 644, doi. 10.1002/jcpy.1032
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- Publication type:
- Article
Continuity and Change in Mergers and Acquisitions: A Social Identity Case Study of a German Industrial Merger.
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- Journal of Management Studies (Wiley-Blackwell), 2005, v. 42, n. 8, p. 1549, doi. 10.1111/j.1467-6486.2005.00556.x
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- Publication type:
- Article
DRIVERS OF START-UP GROWTH AND DECLINE.
- Published in:
- Frontiers of Entrepreneurship Research, 2021, p. 414
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- Publication type:
- Article
When Do Customers Get What They Expect? Understanding the Ambivalent Effects of Customers’ Service Expectations on Satisfaction.
- Published in:
- Journal of Service Research, 2016, v. 19, n. 4, p. 361, doi. 10.1177/1094670516662350
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- Publication type:
- Article
The Complex Role of Complexity.
- Published in:
- Journal of Service Research, 2015, v. 18, n. 4, p. 513, doi. 10.1177/1094670514568778
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- Publication type:
- Article
On the Role of Empathy in Customer-Employee Interactions.
- Published in:
- Journal of Service Research, 2012, v. 15, n. 3, p. 316, doi. 10.1177/1094670512439743
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- Publication type:
- Article
How Leaders’ Motivation Transfers to Customer Service Representatives.
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- Journal of Service Research, 2011, v. 14, n. 2, p. 214, doi. 10.1177/1094670510397177
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- Publication type:
- Article
Listen to the voice of the customer—First steps towards stakeholder democracy.
- Published in:
- Business Ethics, the Environment & Responsibility, 2020, v. 29, n. 3, p. 510, doi. 10.1111/beer.12252
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- Publication type:
- Article
Consumer Attributions of Profit- and Customer Need-Driven Firm Motives in Coproduction Contexts.
- Published in:
- Advances in Consumer Research, 2020, v. 48, p. 379
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- Publication type:
- Article
The Identity-Matching Principle: Corporate and Organizational Identification in a Franchising System.
- Published in:
- British Journal of Management, 2007, v. 18, p. 29, doi. 10.1111/j.1467-8551.2007.00524.x
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- Publication type:
- Article
Identity and the Extra Mile: Relationships between Organizational Identification and Organizational Citizenship Behaviour.
- Published in:
- British Journal of Management, 2006, v. 17, n. 4, p. 283, doi. 10.1111/j.1467-8551.2006.00520.x
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- Publication type:
- Article