| Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ... Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019 | 338 | 2019 |
| Warm glow or extra charge? The ambivalent effect of corporate social responsibility activities on customers’ perceived price fairness J Habel, LM Schons, S Alavi, J Wieseke Journal of marketing 80 (1), 84-105, 2016 | 315 | 2016 |
| Willing to pay more, eager to pay less: The role of customer loyalty in price negotiations J Wieseke, S Alavi, J Habel Journal of Marketing 78 (6), 17-37, 2014 | 195 | 2014 |
| Mastering the digital transformation of sales P Guenzi, J Habel California Management Review 62 (4), 57-85, 2020 | 178 | 2020 |
| When do customers perceive customer centricity? The role of a firm’s and salespeople’s customer orientation J Habel, R Kassemeier, S Alavi, P Haaf, C Schmitz, J Wieseke Journal of Personal Selling & Sales Management 40 (1), 25-42, 2020 | 111 | 2020 |
| When do customers get what they expect? Understanding the ambivalent effects of customers’ service expectations on satisfaction J Habel, S Alavi, C Schmitz, JV Schneider, J Wieseke Journal of Service Research 19 (4), 361-379, 2016 | 84 | 2016 |
| Industrial buying during the coronavirus pandemic: A cross-cultural study J Habel, V Jarotschkin, B Schmitz, A Eggert, O Plötner Industrial Marketing Management 88, 195-205, 2020 | 75 | 2020 |
| The human side of digital transformation in sales: review & future paths S Alavi, J Habel Journal of Personal Selling & Sales Management 41 (2), 83-86, 2021 | 73 | 2021 |
| Variable compensation and salesperson health J Habel, S Alavi, K Linsenmayer Journal of Marketing 85 (3), 130-149, 2021 | 62 | 2021 |
| Customer reactions to downsizing: when and how is satisfaction affected? J Habel, M Klarmann Journal of the Academy of Marketing Science 43, 768-789, 2015 | 60 | 2015 |
| Understanding the impact of relationship disruptions C Schmitz, M Friess, S Alavi, J Habel Journal of Marketing 84 (1), 66-87, 2020 | 58 | 2020 |
| The role of leadership in salespeople’s price negotiation behavior S Alavi, J Habel, P Guenzi, J Wieseke Journal of the Academy of Marketing Science 46, 703-724, 2018 | 58 | 2018 |
| Consumer stockpiling across cultures during the COVID-19 pandemic I Ahmadi, J Habel, M Jia, N Lee, S Wei Journal of International Marketing 30 (2), 28-37, 2022 | 57 | 2022 |
| What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales S Alavi, J Habel, K Linsenmayer Journal of Personal Selling & Sales Management 39 (3), 254-263, 2019 | 54 | 2019 |
| When serving customers includes correcting them: Understanding the ambivalent effects of enforcing service rules J Habel, S Alavi, D Pick International Journal of Research in Marketing 34 (4), 919-941, 2017 | 50 | 2017 |
| The risky side of inspirational appeals in personal selling: When do customers infer ulterior salesperson motives? S Alavi, J Habel, C Schmitz, B Richter, J Wieseke Journal of Personal Selling & Sales Management 38 (3), 323-343, 2018 | 34 | 2018 |
| From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels J Habel, S Alavi, K Linsenmayer Journal of Business Research 132, 373-382, 2021 | 31 | 2021 |
| The ambivalent role of monetary sales incentives in service innovation selling S Alavi, E Böhm, J Habel, J Wieseke, C Schmitz, F Brüggemann Journal of Product Innovation Management 39 (3), 445-463, 2022 | 26 | 2022 |
| Exerting pressure or leveraging power? The extended chain of corporate social responsibility enforcement in business-to-business supply chains U Müller, J Habel, M Stierl Journal of Public Policy & Marketing 36 (2), 331-347, 2017 | 23 | 2017 |
| Price negotiating for services: Elucidating the ambivalent effects on customers’ negotiation aspirations S Alavi, J Habel, M Schwenke, C Schmitz Journal of the Academy of Marketing Science 48, 165-185, 2020 | 20 | 2020 |
Sascha AlaviFakultät für Informatik, Wirtschafts- und Rechtswissenschaften, Carl von Ossietzky UniversitätVerified email at uni-oldenburg.de
