Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations von Wieseke, Jan, Alavi, Sascha, Habel, Johannes

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Industrial buying during the coronavirus pandemic: A cross-cultural study von Habel, Johannes, Jarotschkin, Viktor, Schmitz, Bianca, Eggert, Andreas, Plötner, Olaf

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Customer reactions to downsizing: when and how is satisfaction affected? von Habel, Johannes, Klarmann, Martin

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When serving customers includes correcting them: Understanding the ambivalent effects of enforcing service rules von Habel, Johannes, Alavi, Sascha, Pick, Doreén

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Corporate social responsibility and perceived fairness of price increases von Sipilä, Jenni, Alavi, Sascha, Edinger‐Schons, Laura Marie, Müller, Urs, Habel, Johannes

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The human side of digital transformation in sales: review & future paths von Alavi, Sascha, Habel, Johannes

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Mastering the Digital Transformation of Sales von Guenzi, Paolo, Habel, Johannes

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Creating tension in sales research von Rapp, Adam, Habel, Johannes

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Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers' Perceived Price Fairness von Habel, Johannes, Schons, Laura Marie, Alavi, Sascha, Wieseke, Jan

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Variable Compensation and Salesperson Health von Habel, Johannes, Alavi, Sascha, Linsenmayer, Kim

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From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels von Habel, Johannes, Alavi, Sascha, Linsenmayer, Kim

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Effective Implementation of Predictive Sales Analytics von Habel, Johannes, Alavi, Sascha, Heinitz, Nicolas

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Understanding the Impact of Relationship Disruptions von Schmitz, Christian, Friess, Maximilian, Alavi, Sascha, Habel, Johannes

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Automated inference of product attributes and their importance from user-generated content: Can we replace traditional market research? von Roelen-Blasberg, Tobias, Habel, Johannes, Klarmann, Martin

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Customer-oriented salespeople’s value creation and claiming in price negotiations von Kassemeier, Roland, Alavi, Sascha, Habel, Johannes, Schmitz, Christian

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The role of leadership in salespeople’s price negotiation behavior von Alavi, Sascha, Habel, Johannes, Guenzi, Paolo, Wieseke, Jan

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Consumer stockpiling under the impact of a global disaster: The evolution of affective and cognitive motives von Ahmadi, Iman, Habel, Johannes, Jia, Miaolei, Wei, Sarah

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Salesperson lifecycle management: Challenges and research priorities von Alavi, Sascha, Habel, Johannes, Vomberg, Arnd

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Transformational and transactional sales leadership during a global pandemic von Alavi, Sascha, Ehlig, Pia Anna, Habel, Johannes

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Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations von Alavi, Sascha, Habel, Johannes, Schwenke, Marco, Schmitz, Christian

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