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Journal of Personal Selling & Sales Management Volume 41, 2021 - Issue 4
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Articles

The role of salesperson communication in luxury selling

Sascha Alavia Sales Management and Chair of the Sales & Marketing Department, Sales & Marketing Department, University of Bochum, Universitätsstraße 150, Bochum, 44780, Germany
,
Bruno Kocherb Faculty of Economics and Business, Professor of Marketing, University of Neuchâtel, A.-L. Breguet 2, Neuchâtel, 2000, Switzerland
,
Sabrina Dörferc Sales & Marketing Department, University of Bochum, Universitätsstraße 150, Bochum, 44780, Germany
&
Johannes Habeld Marketing, University of Houston, C.T. Bauer College of Business, 4750 Calhoun Road, Houston, 77204-6021, TX, USACorrespondence[email protected]
Pages 301-315 | Received 22 Oct 2019, Accepted 08 Apr 2021, Published online: 10 May 2021

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Read on this site (5)

Hillary J. D. Wiener, Karen Flaherty & Josh Wiener. (2023) Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk. Journal of Personal Selling & Sales Management 43:3, pages 195-206.
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Rhett T. Epler, Wyatt A. Schrock, Mark P. Leach, Kimberly D. White & Bryan Hochstein. (2023) Managing ambiguity: salesperson bricolage behavior and its organizational determinants. Journal of Personal Selling & Sales Management 0:0, pages 1-20.
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Antigone G. Kyrousi, Eirini Koronaki & Athina Y. Zotou. (2022) Marketing communication in luxury research: a framework-based literature review and research agenda. Journal of Marketing Communications 28:5, pages 560-589.
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Mohsen Pourmasoudi, Michael Ahearne, Zachary Hall & Partha Krishnamurthy. (2022) The impact of the information revolution on the classical sales model. Journal of Personal Selling & Sales Management 42:2, pages 193-208.
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Sascha Alavi & Johannes Habel. (2021) The human side of digital transformation in sales: review & future paths. Journal of Personal Selling & Sales Management 41:2, pages 83-86.
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Articles from other publishers (1)

Tobias Roelen-Blasberg, Johannes Habel & Martin Klarmann. (2023) Automated inference of product attributes and their importance from user-generated content: Can we replace traditional market research?. International Journal of Research in Marketing 40:1, pages 164-188.
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