| 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 | 312 | 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 |
| 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 | 108 | 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 |
| The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms C Homburg, S Alavi, T Rajab, J Wieseke International Journal of Research in Marketing 34 (1), 212-230, 2017 | 79 | 2017 |
| 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 |
| Gambled price discounts: a remedy to the negative side effects of regular price discounts S Alavi, T Bornemann, J Wieseke Journal of Marketing 79 (2), 62-78, 2015 | 71 | 2015 |
| Variable compensation and salesperson health J Habel, S Alavi, K Linsenmayer Journal of Marketing 85 (3), 130-149, 2021 | 61 | 2021 |
| 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 | 57 | 2018 |
| 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 | 53 | 2019 |
| How leaders’ motivation transfers to customer service representatives J Wieseke, F Kraus, SH Alavi, T Kessler-Thönes Journal of Service Research 14 (2), 214-233, 2011 | 53 | 2011 |
| Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them J Sipilä, S Alavi, LM Edinger-Schons, S Dörfer, C Schmitz Journal of the Academy of Marketing Science 49, 280-303, 2021 | 52 | 2021 |
| Saving on discounts through accurate sensing–salespeople's estimations of customer price importance and their effects on negotiation success S Alavi, J Wieseke, JH Guba Journal of Retailing 92 (1), 40-55, 2016 | 51 | 2016 |
| 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 | 49 | 2017 |
| Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features E Uysal, S Alavi, V Bezençon Journal of the Academy of Marketing Science 50 (6), 1153-1175, 2022 | 46 | 2022 |
| 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 | 30 | 2021 |
| Drown or blossom? The impact of perceived chronic time pressure on retail salespeople's performance and customer–salesperson relationships H Ryari, S Alavi, J Wieseke Journal of Retailing 97 (2), 217-237, 2021 | 30 | 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 |
Johannes HabelC.T. Bauer College of Business, University of HoustonBestätigte E-Mail-Adresse bei bauer.uh.edu
