Sascha Alavi

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

ORCID: 0000-0002-8262-0806

Carl von Ossietzky Universität Oldenburg

Publications

• 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 2026
• The Impact of Transparency-Inducing Management Information System Use on Employees’ Daily Work Performance — Information Systems Research 2026
• Customer-Centric Contract Changes — Journal of Marketing Research 2025
• Effective Implementation of Predictive Sales Analytics — Journal of Marketing Research 2024
• Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features — Journal of the Academy of Marketing Science 2022
• Customer-oriented salespeople’s value creation and claiming in price negotiations — Journal of the Academy of Marketing Science 2022
• The Catch-22 of Countering a Moral Occupational Stigma in Employee-Customer Interactions — Academy of Management Journal 2021
• No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects — Journal of the Academy of Marketing Science 2021
• Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them — 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
• Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts — Journal of Marketing 2015
• Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations — Journal of Marketing 2014