Veröffentlichungen "Ruhnau, Robin-Christopher M."

Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher M.:
Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations.
In: Journal of personal selling & sales management. (12. September 2024). - 20 S.
ISSN 1557-7813 ; 0885-3134
10.1080/08853134.2024.2386946
(Peer-Review-Journal)

Lanzrath, Aline Isabelle ; Homburg, Christian ; Ruhnau, Robin-Christopher M.:
Darum will niemand mehr im Vertrieb arbeiten.
In: Wirtschaftswoche. (21. Januar 2024).
ISSN 0042-8582

Lanzrath, Aline Isabelle ; Homburg, Christian ; Ruhnau, Robin-Christopher M.:
Increasing graduates’ interest in B2B sales : how to dispel lay beliefs, fight stigma, and create a profession of choice.
In: Journal of personal selling & sales management. 44 (2024) 3. - S. 274-292.
ISSN 1557-7813 ; 0885-3134
10.1080/08853134.2023.2289701
(Peer-Review-Journal)

Homburg, Christian ; Schyma, Theresa R. ; Hohenberg, Sebastian ; Atefi, Yashar ; Ruhnau, Robin-Christopher M.:
“Coopetition” in the presence of team and individual incentives : evidence from the advice network of a sales organization.
In: Journal of the Academy of Marketing Science. 52 (2024). - S. 306-328.
ISSN 0092-0703
10.1007/s11747-023-00939-1
(Peer-Review-Journal)

Lanzrath, Aline Isabelle ; Homburg, Christian ; Ruhnau, Robin-Christopher M.:
Women’s underrepresentation in business-to-business sales : reasons, contingencies, and solutions.
In: Journal of the Academy of Marketing Science. (7. Dezember 2023). - 30 S.
ISSN 0092-0703
10.1007/s11747-023-00988-6
(Peer-Review-Journal)