| ‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets H Terho, A Haas, A Eggert, W Ulaga Industrial Marketing Management 41 (1), 174-185, 2012 | 539 | 2012 |
| Creating value in business relationships: The role of sales A Haas, I Snehota, D Corsaro Industrial Marketing Management 41 (1), 94-105, 2012 | 347 | 2012 |
| How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling H Terho, A Eggert, A Haas, W Ulaga Industrial marketing management 45, 12-21, 2015 | 330 | 2015 |
| Verkauf und Kundenmanagement H Diller, A Haas, B Ivens Eine prozessorientierte Konzeption, Stuttgart, 2005 | 182 | 2005 |
| Utilitarian and hedonic motivators of shoppers’ decision to consult with salespeople A Haas, P Kenning Journal of retailing 90 (3), 428-441, 2014 | 148 | 2014 |
| Selling value in business markets: Individual and organizational factors for turning the idea into action H Terho, A Eggert, W Ulaga, A Haas, E Böhm Industrial Marketing Management 66, 42-55, 2017 | 133 | 2017 |
| The application of mobile fNIRS to “shopper neuroscience” – first insights from a merchandising communication study C Krampe, S Enrique, A Haas, P Kenning European Journal of Marketing 52 (1/2), 244-259, 2018 | 82 | 2018 |
| The application of mobile fNIRS to “shopper neuroscience” – first insights from a merchandising communication study (2018) Krampe, Caspar, Enrique Strelow, Alexander Haas, Peter Kenning European Journal of Marketing 52 (1/2), 244-259, 2002 | 82* | 2002 |
| Social media in B2B sales: why and when does salesperson social media usage affect salesperson performance? M Bowen, C Lai-Bennejean, A Haas, D Rangarajan Industrial Marketing Management 96, 166-182, 2021 | 77 | 2021 |
| A job demands-resources (JD-R) perspective on new product selling: A framework for future research AR Zablah, LB Chonko, LA Bettencourt, G Allen, A Haas Journal of Personal Selling & Sales Management 32 (1), 73-87, 2012 | 69 | 2012 |
| Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling E Böhm, A Eggert, H Terho, W Ulaga, A Haas Journal of Personal Selling & Sales Management 40 (3), 180-197, 2020 | 46 | 2020 |
| The future of public participation in Germany: Empirical analyses of administration experts' assessments S Vogt, A Haas Technological Forecasting and Social Change 98, 157-173, 2015 | 38 | 2015 |
| Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work E Nowlin, D Walker, DR Deeter-Schmelz, A Haas Journal of Business & Industrial Marketing 33 (1), 107-116, 2018 | 35 | 2018 |
| Discounting: Konzeption und Anwendbarkeit des Discount als Marketingstrategie A Haas GIM, Ges. für innovatives Marketing eV, 2000 | 32 | 2000 |
| Who is more responsive to brand activism? The role of consumer-brand identification and political ideology in consumer responses to activist brand messages M Haupt, S Wannow, L Marquardt, JS Graubner, A Haas Journal of Product & Brand Management 32 (8), 1248-1273, 2023 | 29 | 2023 |
| Kann zu viel Kundenorientierung nachteilig sein? Eine Analyse der Wirkung der Kundenorientierung von Verkäufern auf die Kaufentscheidung A Haas Zeitschrift für Betriebswirtschaft 79 (1), 7-30, 2009 | 24 | 2009 |
| Kundenorientierung von Mitarbeitern: Forschungsstand und-perspektiven A Haas Zeitschrift für Betriebswirtschaft ZfB 78 (10), 1061-1100, 2008 | 21 | 2008 |
| Discounting als strategische Konzeption A Haas Handbuch Preispolitik: Strategien—Planung—Organisation—Umsetzung, 213-237, 2003 | 21 | 2003 |
| Discounting-erfolgreich nicht nur im Handel H Diller, A Haas, G Hausruckinger Harvard Business Manager 19, 19-30, 1997 | 21 | 1997 |
| Bestimmungsfaktoren des Beratungserfolges: eine informationsökonomische Betrachtung und empirische Analyse im Handel A Haas Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 58, 638-664, 2006 | 19 | 2006 |
Wolfgang UlagaProfessor of Management Practice (Marketing), INSEAD, France.Verified email at insead.edu
