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Number of items: 7.
2024
Friess, Maximilian and Kassemeier, Roland (2024) Price increases and their financial consequences in international Business-to-business selling. Journal Of International Marketing, 32 (1). pp. 92-111. doi:10.1177/1069031X231214160 ISSN 1069-031X.
2023
Kassemeier, Roland, Alavi, Sascha, Habel, Johannes, Schmitz, Christian and Wieseke, Jan (2023) Guest editorial : Value-creating sales and digital technologies. European Journal of Marketing, 57 (3). pp. 653-658. ISSN 0309-0566 doi:10.1108/EJM-03-2023-985
2022
Hengstebeck, Berenika Barbara, Kassemeier, Roland and Wieseke, Jan (2022) What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople. Industrial Marketing Management, 106 . pp. 392-404. doi:10.1016/j.indmarman.2022.09.003 ISSN 0019-8501.
Kassemeier, Roland, Haumann, Till and Güntürkün, Pascal (2022) Whether, when, and why functional company characteristics engender customer satisfaction and customer-company identification : the role of self-definitional needs. International Journal of Research in Marketing, 39 (3). pp. 699-723. doi:10.1016/j.ijresmar.2021.08.002 ISSN 0167-8116.
Kassemeier, Roland, Alavi, Sascha, Habel, Johannes and Schmitz, Christian (2022) Customer-oriented salespeople’s value creation and claiming in price negotiations. Journal of the Academy of Marketing Science, 50 . pp. 689-712. doi:10.1007/s11747-022-00846-x ISSN 0092-0703.
2021
Haumann, Till, Kassemeier, Roland and Wieseke, Jan (2021) Multilevel modeling. In: Homburg, C. and Klarmann, M. and Vomberg, A.E., (eds.) Handbook of Market Research. Cham: Springer, pp. 1-41. ISBN 9783319055428
2020
Habel, Johannes, Kassemeier, Roland, Alavi, Sascha, Haaf, Philipp, Schmitz, Christian and Wieseke, Jan (2020) When do customers perceive customer centricity? The role of a firm’s and salespeople’s customer orientation. Journal of Personal Selling & Sales Management, 40 (1). pp. 25-42. doi:10.1080/08853134.2019.1631174 ISSN 0885-3134.
This list was generated on Fri Apr 19 21:33:46 2024 BST.