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Items where Department is "Faculty of Social Sciences > Warwick Business School > Marketing Group"
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Number of items: 4.
Journal Article
Alavi, Sascha, Habel, Johannes, Guenzi, Paolo and Wieseke, Jan (2018) The role of leadership in salespeopleβs 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.
Khusainova, Rushana, de Jong, Ad, Lee, Nick, Marshall, Greg W. and Rudd, John M. (2018) (Re) defining salesperson motivation : current status, main challenges, and research directions. Journal of Personal Selling & Sales Management, 38 (1). pp. 2-29. doi:10.1080/08853134.2017.1415761 ISSN 1557-7813.
Scholarly Text
Griesser, S. E. (2018) Language concreteness in consumer and brand communication : presentation about current doctoral research and future research ideas. Coventry, UK: Warwick Business School, University of Warwick. (Unpublished)