The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance


Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ; Mikolon, Sven


Document Type: Conference or workshop publication
Year of publication: 2011
Book title: AMA Winter Educators' Conference 2011: Marketing Theory and Applications : Proceedings of a meeting held 18-20 February 2011, Austin, Texas, USA
The title of a journal, publication series: AMA Educators' Proceedings
Volume: 22
Page range: 367
Conference title: AMA Winter Educators' Conference 2011
Location of the conference venue: Austin, TX
Date of the conference: February 18-20, 2011
Author/Publisher of the book
(only the first ones mentioned)
:
Srinivasan, Raji
Place of publication: Chicago, IL ; Red Hook, NY
Publishing house: American Marketing Association ; Curran
ISBN: 978-1-61839-064-6
ISSN: 1054-0806 , 0888-1839
Publication language: English
Institution: Business School > Dr. Werner Jackstädt Stiftungslehrstuhl für ABWL u. Marketing IV (Kraus)
Subject: 330 Economics

Dieser Eintrag ist Teil der Universitätsbibliographie.




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Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ; Mikolon, Sven The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance. Srinivasan, Raji AMA Educators' Proceedings 22 367 In: AMA Winter Educators' Conference 2011: Marketing Theory and Applications : Proceedings of a meeting held 18-20 February 2011, Austin, Texas, USA (2011) Chicago, IL ; Red Hook, NY AMA Winter Educators' Conference 2011 (Austin, TX) [Conference or workshop publication]


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