Variable Compensation and Salesperson Health 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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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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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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Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them von Sipilä, Jenni, Alavi, Sascha, Edinger-Schons, Laura Marie, Dörfer, Sabrina, Schmitz, Christian

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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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No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects von Cron, William L, Alavi, Sascha, Habel, Johannes, Wieseke, Jan, Ryari, Hanaa

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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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Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features von Uysal, Ertugrul, Alavi, Sascha, Bezençon, Valéry

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How Leaders’ Motivation Transfers to Customer Service Representatives von Wieseke, Jan, Kraus, Florian, Alavi, Sascha H., Kessler-Thönes, Tino

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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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The Catch-22 of Countering a Moral Occupational Stigma in Employee-Customer Interactions von Mikolon, Sven, Alavi, Sascha, Reynders, Anika

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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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Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships von Ryari, Hanaa, Alavi, Sascha, Wieseke, Jan

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

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The impact of salespeople's social media adoption on customer acquisition performance - a contextual perspective von Schendzielarz, Dennis, Alavi, Sascha, Guba, Jan Helge

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

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