„… -fördernde Verhaltensweisen von Mitarbeitern („customer-oriented selling“)herbeiführen kann. In diesem Zusammenhang …” „… selling“(Saxe/Weitz 1982), „adaptive selling“ (Sujan/Weitz/Sujan 1988)oder auch „relationship selling …” „… : heikoschaefer_priv@web.de.Die Erschließung von Kundenpotenzialen durchCross-Selling: Konzeptionelle Grundlagen undempirische …”

„… · 1. Quartal 2002Überblick über die BeiträgeDie Erschließung von Kundenpotenzialen durchCross-Selling …” „… Schlüsselbegriffe: Cross-Selling, Vertriebsmanagement,Kundenorientierung, Kundenbindung …” „… , Erfolgsfaktoren,BeziehungsmanagementDer Beitrag untersucht anbieterbezogene Einflussfaktoren des Cross-Selling-Erfolgs sowie dessen …”

„… Erschließung von Kundenpotenzialendurch Cross-Selling: KonzeptionelleGrundlagen und empirische …” „… Die Erschließung von Kundenpotenzialen durch Cross-Selling: KonzeptionelleGrundlagen und empirische …”

„… , Vol. 81, pp. 119–145.Spiro, R.L./Weitz, B.A. (1990): Adaptive selling: Conceptualization, measurement …”

„… outcomes Hours in direct sellingHours not in direct sellingMet expectationsTenureFig. 1: Conceptual …” „… positive ef-fect of selling-related knowledge on sales performance.The effect of (higher) education on …” „… direct sellingDirect selling as a careerDirect effectsModerating effectsControl variables:• Job …”

„… andoutcomes of their selling activities. Lisa-Marie Klopferas well as Teresa Ries and Daniel Baier, the …” „… , and Manfred Krafft discusses“Drivers and Moderators of Direct Selling Business Out-comes: Why I …” „… Participate Affects How I Perform”. Theinvestigation was supported by a research grant from theDirect Selling …”

„… potentially create a competitive advan-tage or unique selling proposition for an insurance com-pany if it …” „… rateCross-selling rateUp-selling rateContract densityContract cancellation rateChurn rateConversion ratesFig. 1 …” „… cross-selling rates, decreased contract can-cellation rates).Beyond that, more than half of the companies that …”

„… KrafftDrivers and Moderators of Direct SellingBusiness Outcomes: Why I ParticipateAffects How I …” „… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Drivers and Moderators of Direct Selling Business Outcomes: Why I ParticipateAffects How I PerformBy Anne …”

„… experienced-based norms or by modeling other con-sumer satisfaction outcomes such as future selling costs(Lim et al …” „… ., & Grewal, R. (2020). Customer Satisfac-tion and Its Impact on the Future Costs of Selling. Journal …”

„… . g., helpful behaviours) (Mallalieu 2006). Selling-oriented salespeople are likely to use more …” „… Associates: Mechanisms and Effects of Native Selling and its Disclosure By Johanna Held, Maximilian Stieler …” „… when retailers and brands jointly employ a potentially deceptive sales tactic we term native selling …”

„… sales tactic we term native selling. Native selling describes the use of brand representatives acting as …”

„… Native Selling and its Disclosure Volume 39 1/2017 1. Quarter 2017 C.H.BECK · Vahlen · Munich …” „… . . . . . . . . . . . . . . . . . . . . . . . . 27 When Brand Representatives Act as Sales Associates: Mechanisms and Effects of Native Selling and …”

„… for the sales team structure,the sales role itself, the selling process, andthe customer-supplier …” „… of these new businessmodels, clarity remains absent about the impact of thisnew approach to selling …” „… marketing from ‘making, selling and servicing’to ‘listening, customizing and co-creating’”. Thus …”

„… Multilevel vs. Single Level Direct Selling Organizations, in:Journal of Personal Selling/Sales Management …” „… DirektvertriebsDirektvertrieb bzw. Direct Selling stehen nicht im Fokusder betriebswirtschaftlichen Literatur mit der Folge …” „… . 2) sprechenvon „face-to-face selling“ und verdeutlichen dabei,wie direkt der Kontakt zwischen …”