The Library
Browse by Warwick Author
Up a level |
Jump to: Journal Article | Journal Item
Number of items: 18.
Journal Article
Cron, William L., Alavi, Sascha, Habel, Johannes, Wieseke, Jan and Ryari, Hanaa (2021) No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects. Journal of the Academy of Marketing Science, 49 (3). pp. 502-520. doi:10.1007/s11747-020-00763-x ISSN 0092-0703.
Guenzi, Paolo and Habel, Johannes (2020) Mastering the digital transformation of sales. California Management Review, 62 (4). pp. 57-85. doi:10.1177/0008125620931857 ISSN 0008-1256.
Habel, Johannes, Jarotschkin, Viktor, Schmitz, Bianca, Eggert, Andreas and Plรถtner, Olaf (2020) Industrial buying during the coronavirus pandemic : a cross-cultural study. Industrial Marketing Management, 88 . pp. 195-205. doi:10.1016/j.indmarman.2020.05.015 ISSN 0019-8501.
Habel, Johannes, Kassemeier, Roland, Alavi, Sascha, Haaf, Philipp, Schmitz, Christian and Wieseke, Jan (2020) When do customers perceive customer centricity? The role of a firmโs and salespeopleโs customer orientation. Journal of Personal Selling & Sales Management, 40 (1). pp. 25-42. doi:10.1080/08853134.2019.1631174 ISSN 0885-3134.
Alavi, Sascha, Habel, Johannes, Schwenke, Marco and Schmitz, Christian (2020) Price negotiating for services : elucidating the ambivalent effects on customersโ negotiation aspirations. Journal of the Academy of Marketing Science, 48 . pp. 165-185. doi:10.1007/s11747-019-00676-4 ISSN 0092-0703.
Schmitz, Christian, Fries, Maximilian, Alavi, Sascha and Habel, Johannes (2020) Understanding the impact of relationship disruptions. Journal of Marketing, 84 (1). pp. 66-87. doi:10.1177/0022242919882630 ISSN 0022-2429.
Singh, Jagdip, Flaherty, Karen, Sohi, Ravipreet S., Deeter-Schmelz, Dawn, Habel, Johannes, Le Meunier-FitzHugh, Kenneth, Malshe, Avinash, Mullins, Ryan and Onyemah, Vincent (2019) Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions. Journal of Personal Selling & Sales Management, 39 (1). pp. 2-22. doi:10.1080/08853134.2018.1557525 ISSN 0885-3134.
Alavi, Sascha, Habel, Johannes and Linsenmayer, Kim (2019) What does adaptive selling mean to salespeople? An exploratory analysis of practitionersโ responses to generic adaptive selling scales. Journal of Personal Selling & Sales Management, 39 (3). pp. 254-263. doi:10.1080/08853134.2019.1642765 ISSN 0885-3134.
Kupp, Martin, Schmitz, Bianca and Habel, Johannes (2019) When do family firms consider issuing external equity? Understanding the contingent role of familiesโ need for control. Journal of Family Business Management, 9 (3). pp. 271-296. doi:10.1108/JFBM-08-2018-0021 ISSN 2043-6238.
Alavi, Sascha, Habel, Johannes, Guenzi, Paolo and Wieseke, Jan (2018) The role of leadership in salespeopleโs price negotiation behavior. Journal of the Academy of Marketing Science, 46 (4). pp. 703-724. doi:10.1007/s11747-017-0566-1 ISSN 0092-0703.
Alavi, Sascha, Habel, Johannes, Schmitz, Christian, Richter, Bianca and Wieseke, Jan (2018) The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives? Journal of Personal Selling & Sales Management, 38 (3). pp. 323-343. doi:10.1080/08853134.2018.1447385 ISSN 0885-3134.
Habel, Johannes, Alavi, Sascha and Pick, Doreรฉn (2017) When serving customers includes correcting them : understanding the ambivalent effects of enforcing service rules. International Journal of Research in Marketing, 34 (4). pp. 919-941. doi:10.1016/j.ijresmar.2017.09.002 ISSN 0167-8116.
Mรผller, Urs, Habel, Johannes and Stierl, Marcel (2017) Exerting pressure or leveraging power? The extended chain of corporate social responsibility enforcement in business-to-business supply chains. Journal of Public Policy & Marketing, 36 (2). pp. 331-347. doi:10.1509/jppm.16.097 ISSN 0748-6766.
Habel, Johannes, Schons, Laura Marie, Alavi, Sascha and Wieseke, Jan (2016) Warm glow or extra charge? The ambivalent effect of corporate social responsibility activities on customersโ perceived price fairness. Journal of Marketing, 80 (1). pp. 84-105. doi:10.1509/jm.14.0389 ISSN 0022-2429.
Habel, Johannes, Alavi, Sascha, Schmitz, Christian, Schneider, Janina-Vanessa and Wieseke, Jan (2016) When do customers get what they expect? Understanding the ambivalent effects of customersโ service expectations on satisfaction. Journal of Service Research, 19 (4). pp. 361-379. doi:10.1177/1094670516662350 ISSN 1094-6705.
Habel, Johannes and Klarmann, Martin (2015) Customer reactions to downsizing : when and how is satisfaction affected? Journal of the Academy of Marketing Science, 43 (6). pp. 768-789. doi:10.1007/s11747-014-0400-y ISSN 0092-0703.
Wieseke, Jan, Alavi, Sascha and Habel, Johannes (2014) Willing to pay more, eager to pay less : the role of customer loyalty in price negotiations. Journal of Marketing, 78 (6). pp. 17-37. doi:10.1509/jm.13.0104 ISSN 0022-2429.
Journal Item
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
This list was generated on Sat Apr 20 03:29:41 2024 BST.