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Jump to: Journal Article | Scholarly Text
Number of items: 6.
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.
Atasoy, Ozgun and Morewedge, Carey K. (2018) Digital goods are valued less than physical goods. Journal of Consumer Research, 44 (6). pp. 1343-1357. doi:10.1093/jcr/ucx102 ISSN 0093-5301.
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.
Pich, Christopher, Harvey, John, Armannsdottir, Guja, Poorrezaei, Mojtaba, Branco-Illodo, Ines and Kincaid, Andrew (2018) Marketing Brexit : an exploratory study of young voter engagement in relation to the EU referendum. International Journal of Market Research, 60 (6). pp. 589-610. doi:10.1177/1470785318793260 ISSN 1470-7853.
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 (Unpublished)