Person ::

Ruhnau, Prof. Dr. Robin-Christopher M.

2025

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  Riether, Janina ; Ruhnau, Robin-Christopher M. ; Homburg, Christian:
  Extended reality in B2B sales interactions.
  In: Journal of personal selling & sales management. (16. Oktober 2025).
  ISSN 1557-7813 ; 0885-3134
  10.1080/08853134.2025.2546815
  (Peer-Review-Journal)
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  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. 45 (2025) 2. - S. 102-121. - 20 S.
  ISSN 1557-7813 ; 0885-3134
  10.1080/08853134.2024.2386946
  (Peer-Review-Journal)
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  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. 53 (2025). - S. 533-562.
  ISSN 0092-0703
  10.1007/s11747-023-00988-6
  (Peer-Review-Journal)

2024

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  Lanzrath, Aline Isabelle ; Homburg, Christian ; Ruhnau, Robin-Christopher M.:
  Darum will niemand mehr im Vertrieb arbeiten.
  In: Wirtschaftswoche. (21. Januar 2024).
  ISSN 0042-8582
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  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)
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  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)
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  Ruhnau, Robin-Christopher M. ; Lanzrath, Aline Isabelle ; Homburg, Christian:
  So geht es Frauen im Vertrieb.
  In: Sales Excellence. 33 (2024) 6. - S. 42-45.
  ISSN 2522-5960
  10.1007/s35141-024-2307-7