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Pöpping, Nora and Alavi, Sascha and Friess, Maximilian and Schmitz, Christian (2026) Salesperson Fraud: Disentangling the Conditional Effects of Sales Performance Trajectories. In: American Marketing Association (AMA) Winter Academic Conference, February, 13-15, 2026, Madrid, Spain.
Vomberg, Arnd and Friess, Maximilian and Alavi, Sascha and Maag, Verena and Wieseke, Jan (2026) The Different Effects of Mass-Media Marketing and Personal Sales Budgets Across the Life Cycle of B2B High-Tech Start-Ups. Journal of Marketing Research, 63 (1). pp. 47-70. ISSN 1547-7193
Pöpping, Nora and Alavi, Sascha and Friess, Maximilian and Schmitz, Christian (2024) Red Flags in Sales: Using Big Data and Machine Learning to Predict Salespeople’s Fraud. In: (Proceedings of the) AMA Winter Academic Conference "Unlocking our Potential", February, 23-25, 2024, St. Pete Beach, FL, USA, pp. 904-907. (AMA Educators Proceedings; 35, I). ISBN 9781713893400
Friess, Maximilian and Alavi, Sascha and Habel, Johannes and Richter, Bianca (2024) When Sales Leaders Induce Competition among Sales Employees: A Source of Motivation or Exhaustion? Journal of Personal Selling & Sales Management : JPSSM, 44 (4). pp. 355-373. ISSN 0885-3134
Friess, Maximilian and Haumann, Till and Alavi, Sascha and Oproiescu, Alexandru I. and Schmitz, Christian and Wieseke, Jan (2024) The contingent effects of innovative digital sales technologies on B2B firms’ financial performance. International Journal of Research in Marketing, 41 (4). pp. 703-723. ISSN 0167-8116
Pöpping, Nora and Alavi, Sascha and Schmitz, Christian and Friess, Maximilian (2023) Red Flags in Sales: Using Big Data and Machine Learning to Predict Salespeople’s Fraud. In: (Proceedings of the) 52nd European Marketing Academy Annual Conference (EMAC) "The role of marketing in a world of the big challenges of sustainable development – bridging the B2C and B2B divide", May, 23 - 26, 2023, Odense, Denmark, A2023-114189.
Schmitz, Christian and Friess, Maximilian and Alavi, Sascha and Habel, Johannes (2020) Understanding the Impact of Relationship Disruptions. Journal of Marketing, 84 (1). pp. 66-87. ISSN 1547-7185 (online)
Friess, Maximilian and Schmitz, Christian and Alavi, Sascha and Habel, Johannes and Wieseke, Jan (2018) Is there a good side of divorce?: the effect of customer relationship disruptions on new business development. In: (Proceedings of the) Winter Marketing Academic Conference 2018 "Integrating Paradigms in a World Where Marketing is Everywhere", February, 23-25, 2028, New Orleans, LA, USA, pp. 16-17. (AMA Educators Proceedings; 29). ISBN 9781510860919