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Marketing, Sales, Technology, Innovation
United States, Germany

Activities

Employment (1)

Carl von Ossietzky Universität Oldenburg: Oldenburg, DE

2023-05-01 to present | Professor (Marketing and Innovation)
Employment
Source: Self-asserted source
Sascha Alavi

Works (50 of 82)

Items per page:
Page 1 of 2

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance

Journal of Personal Selling & Sales Management
2024-07-29 | Journal article
Contributors: Jacqueline Schmidt; Sascha Alavi; Sebastian Springer; Jan Helge Guba
Source: check_circle
Crossref

Salesperson lifecycle management: Challenges and research priorities

Journal of Personal Selling & Sales Management
2024-07-02 | Journal article
Contributors: Sascha Alavi; Johannes Habel; Arnd Vomberg
Source: check_circle
Crossref

When sales leaders induce competition among sales employees: a source of motivation or exhaustion?

Journal of Personal Selling & Sales Management
2023-07-07 | Journal article
Part of ISSN: 0885-3134
Part of ISSN: 1557-7813
Contributors: Maximilian Friess; Sascha Alavi; Johannes Habel; Bianca Richter
Source: Self-asserted source
Sascha Alavi

Anthropomorphism in Artificial Intelligence: A Review of Empirical Work Across Domains and Insights for Future Research

Review of Marketing Research
2023-03-13 | Book chapter
Part of ISBN: 9781802628760
Part of ISSN: 1548-6435
Contributors: Ertugrul Uysal; Sascha Alavi; Valéry Bezençon
Source: Self-asserted source
Sascha Alavi

A theory of predictive sales analytics adoption

AMS Review
2023-02-13 | Journal article
Part of ISSN: 1869-814X
Part of ISSN: 1869-8182
Contributors: Johannes Habel; Sascha Alavi; Nicolas Heinitz
Source: Self-asserted source
Sascha Alavi

Guest editorial: Value-creating sales and digital technologies

European Journal of Marketing
2023-02-13 | Journal article
Part of ISSN: 0309-0566
Part of ISSN: 0309-0566
Contributors: Roland Kassemeier; Sascha Alavi; Johannes Habel; Christian Schmitz; Jan Wieseke
Source: Self-asserted source
Sascha Alavi

Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing

Journal of Personal Selling & Sales Management
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

Corporate social responsibility and perceived fairness of price increases

Psychology & Marketing
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

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

Journal of the Academy of Marketing Science
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

Role transitions at the prosumer level: spillover effects in the collaborative economy from an interactive marketing perspective

European Journal of Marketing
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

Sales manager encouragement behavior in value-centered business models

European Journal of Marketing
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

The ambivalent role of monetary sales incentives in service innovation selling

Journal of Product Innovation Management
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

The Effect of Incentive Disclosure on Salespeople’s Performance with Customers

Available at SSRN 4206510
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

The impact of salespeople’s social media adoption on customer acquisition performance--a contextual perspective

Journal of Personal Selling & Sales Management
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

The Marketing of Smartness--An Investigation of the Interplay Between Smartness, Consumer Perceptions, and Marketing Communication

Smart Services
2022 | Book chapter
Source: Self-asserted source
Sascha Alavi

The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares

International Journal of Research in Marketing
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

Transformational and transactional sales leadership during a global pandemic

Journal of Personal Selling & Sales Management
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features

Journal of the Academy of Marketing Science
2022 | Journal article
Source: Self-asserted source
Sascha Alavi

EXPRESS: Effective Implementation of Predictive Sales Analytics

Journal of Marketing Research
2022-12-30 | Journal article
Part of ISSN: 0022-2437
Part of ISSN: 1547-7193
Contributors: Johannes Habel; Sascha Alavi; Nicolas Heinitz
Source: Self-asserted source
Sascha Alavi
grade
Preferred source (of 2)‎

Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing

Journal of Personal Selling & Sales Management
2022-09-15 | Journal article
Part of ISSN: 0885-3134
Part of ISSN: 1557-7813
Contributors: Sascha Alavi
Source: Self-asserted source
Sascha Alavi

The ambivalent role of monetary sales incentives in service innovation selling

Journal of Product Innovation Management
2022-05 | Journal article
Contributors: Sascha Alavi; Eva Böhm; Johannes Habel; Jan Wieseke; Christian Schmitz; Felix Brüggemann
Source: check_circle
Crossref

Corporate social responsibility in luxury contexts: potential pitfalls and how to overcome them

Journal of the Academy of Marketing Science
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

Drown or blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer--Salesperson Relationships

Journal of Retailing
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels

Journal of Business Research
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

Incentive Transparency- Study 2

OSF Registries
2021 | Other
Contributors: Itir Bozkurt Umur; Sascha Alavi; Leif Brandes
Source: check_circle
DataCite

No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects

Journal of the Academy of Marketing Science
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

Predictive Sales Analytics: State of the Literature and a Theory of Adoption

Available at SSRN 3994561
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

The Catch-22 of countering a moral occupational stigma in employee-customer interactions

Academy of Management Journal
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

The human side of digital transformation in sales: review & future paths

Journal of Personal Selling & Sales Management
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

The Impact of Digital Technologies on Employee Performance and Strain: An Experience Sampling Study

Academy of Management Proceedings
2021 | Conference paper
Source: Self-asserted source
Sascha Alavi

The role of salesperson communication in luxury selling

Journal of Personal Selling & Sales Management
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

Variable compensation and salesperson health

Journal of Marketing
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers’ forecast regarding the future business situation

Journal of Personal Selling & Sales Management
2021 | Journal article
Source: Self-asserted source
Sascha Alavi

Facing Alexa, the powerful lower their guard: anthropomorphization of smart personal assistants decreases privacy concerns for people with high sense of power

Proceedings of the European Marketing Academy
2020 | Conference paper
Source: Self-asserted source
Sascha Alavi

Price negotiating for services: Elucidating the ambivalent effects on customers’ negotiation aspirations

Journal of the Academy of Marketing Science
2020 | Journal article
Source: Self-asserted source
Sascha Alavi

Understanding the impact of relationship disruptions

Journal of Marketing
2020 | Journal article
Source: Self-asserted source
Sascha Alavi

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

Journal of Personal Selling & Sales Management
2020 | Journal article
Source: Self-asserted source
Sascha Alavi

Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations

Journal of the Academy of Marketing Science
2020-03-08 | Journal article
Contributors: Sascha Alavi; Johannes Habel; Marco Schwenke; Christian Schmitz
Source: check_circle
Crossref

The crux of the morality halo: The interplay of corporate social responsibility and price increases on consumers’ perceived price fairness

2019 | Journal article
Source: Self-asserted source
Sascha Alavi

The Crux of the Morality Halo: the Interplay of Corporate Social Responsibility and Price Increases on Consumers’ Perceived Price Fairness

ACR North American Advances
2019 | Journal article
Source: Self-asserted source
Sascha Alavi

The double-edged sword of corporate social responsibility in the luxury context

AMA Educators' Proceedings
2019 | Conference paper
Source: Self-asserted source
Sascha Alavi

What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales

Journal of Personal Selling & Sales Management
2019 | Journal article
Source: Self-asserted source
Sascha Alavi

The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?

Journal of Personal Selling & Sales Management
2018 | Journal article
Source: Self-asserted source
Sascha Alavi

The role of leadership in salespeople’s price negotiation behavior

Journal of the Academy of Marketing Science
2018 | Journal article
Source: Self-asserted source
Sascha Alavi

The role of service engineering and sales-cooperation--the ambivalent impact of cooperation quality in developing customized solutions

Service business development
2018 | Book chapter
Source: Self-asserted source
Sascha Alavi

The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?

Journal of Personal Selling & Sales Management
2018-04 | Journal article
Part of ISSN: 0885-3134
Contributors: Sascha Alavi; Johannes Habel; Christian Schmitz; Bianca Richter; Jan Wieseke
Source: Self-asserted source
Sascha Alavi via Crossref Metadata Search

Besonderheiten im persönlichen Verkauf von Luxusmarken

Luxusmarkenmanagement
2017 | Book chapter
Source: Self-asserted source
Sascha Alavi

Besonderheiten im persönlichen Verkauf von Luxusmarken1

Luxusmarkenmanagement
2017 | Other
Part of ISBN: 9783658090715
Contributors: Jan Wieseke; Sascha Alavi; Johannes Habel; Sabrina Dörfer
Source: Self-asserted source
Sascha Alavi via Crossref Metadata Search

The contingent roles of R&D--sales versus R&D--marketing cooperation in new-product development of business-to-business firms

International Journal of Research in Marketing
2017 | Journal article
Source: Self-asserted source
Sascha Alavi

When serving customers includes correcting them: Understanding the ambivalent effects of enforcing service rules

International Journal of Research in Marketing
2017 | Journal article
Part of ISSN: 0167-8116
Contributors: Johannes Habel; Sascha Alavi; Doreén Pick
Source: Self-asserted source
Sascha Alavi via Crossref Metadata Search
Items per page:
Page 1 of 2

Peer review (20 reviews for 8 publications/grants)

Review activity for Industrial marketing management. (4)
Review activity for International journal of research in marketing. (1)
Review activity for Journal of business research. (9)
Review activity for Journal of retailing. (2)
Review activity for Review of managerial science. (1)
Review activity for Schmalenbach business review. (1)
Review activity for Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung. (1)
Review activity for Zeitschrift für Betriebswirtschaft. (1)