Alexander Haas

‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

Harri Terho, Alexander Haas, Andreas Eggert et al. · Industrial Marketing Management · 2011 · 309 citations

Sales Management, Value Theory, Management +10

Creating value in business relationships: The role of sales

Alexander Haas, Ivan Snehota, Daniela Corsaro · Industrial Marketing Management · 2011 · 208 citations

Customer Satisfaction, Relationship Marketing, Sales Management +7

How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

Harri Terho, Andreas Eggert, Alexander Haas et al. · Industrial Marketing Management · 2015 · 168 citations

Customer Satisfaction, Sales Management, Management +11

Utilitarian and Hedonic Motivators of Shoppers’ Decision to Consult with Salespeople

Alexander Haas, Peter Kenning · Journal of Retailing · 2014 · 89 citations

Shoppers ’ Decision, Customer Satisfaction, Consumer Decision Making +10

Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action

Harri Terho, Andreas Eggert, Wolfgang Ulaga et al. · Industrial Marketing Management · 2017 · 80 citations

Organizational Factors, Sales Management, Management +9