Johannes Habel

17 catalog papers. Identity-linked publications and additional name matches are distinguished below.

ORCID: 0000-0003-1172-8024

University of Houston

Publications

Sales Content Platforms and Opportunity Conversion — Production and Operations Management 2026
Sales Pipeline Technology: Automated Lead Nurturing — Journal of Marketing 2025
Inside sales structures and firm performance — Journal of the Academy of Marketing Science 2025
Customer-Centric Contract Changes — Journal of Marketing Research 2025
Research on sales and ethics: Mapping the past and charting the future — Journal of the Academy of Marketing Science 2024
A theory of sales system shocks — Journal of the Academy of Marketing Science 2024
Effective Implementation of Predictive Sales Analytics — Journal of Marketing Research 2024
Neuroticism and the sales profession — Organizational Behavior and Human Decision Processes 2024
Customer-oriented salespeople’s value creation and claiming in price negotiations — Journal of the Academy of Marketing Science 2022
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects — Journal of the Academy of Marketing Science 2021
Variable Compensation and Salesperson Health — Journal of Marketing 2021
Understanding the Impact of Relationship Disruptions — Journal of Marketing 2020
Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations — Journal of the Academy of Marketing Science 2020
The role of leadership in salespeople’s price negotiation behavior — Journal of the Academy of Marketing Science 2018
Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers’ Perceived Price Fairness — Journal of Marketing 2016
Customer reactions to downsizing: when and how is satisfaction affected? — Journal of the Academy of Marketing Science 2015
Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations — Journal of Marketing 2014