Roland Kassemeier

When do customers perceive customer centricity? The role of a firm’s and salespeople’s customer orientation

Johannes Habel, Roland Kassemeier, Sascha Alavi et al. · Journal of Personal Selling and Sales Management · 2019 · 103 citations · Full text

Business, Marketing, Marketing Management +8

Customer-oriented salespeople’s value creation and claiming in price negotiations

Roland Kassemeier, Sascha Alavi, Johannes Habel et al. · Journal of the Academy of Marketing Science · 2022 · 24 citations · Full text

Management, Marketing, Marketing Management +9

Whether, when, and why functional company characteristics engender customer satisfaction and customer-company identification: The role of self-definitional needs

Roland Kassemeier, Till Haumann, Pascal Güntürkün · International Journal of Research in Marketing · 2021 · 22 citations · Full text

Business, Marketing, Organizational Behavior +12

What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople

Berenika B. Hengstebeck, Roland Kassemeier, Jan Wieseke · Industrial Marketing Management · 2022 · 19 citations · Full text

Management, Accountancy, Project Management +9