Sascha Alavi

1.9k total citations
49 papers, 1.4k citations indexed

About

Sascha Alavi is a scholar working on Organizational Behavior and Human Resource Management, Marketing and Sociology and Political Science. According to data from OpenAlex, Sascha Alavi has authored 49 papers receiving a total of 1.4k indexed citations (citations by other indexed papers that have themselves been cited), including 28 papers in Organizational Behavior and Human Resource Management, 24 papers in Marketing and 13 papers in Sociology and Political Science. Recurrent topics in Sascha Alavi's work include Customer Service Quality and Loyalty (22 papers), Consumer Behavior in Brand Consumption and Identification (13 papers) and Job Satisfaction and Organizational Behavior (13 papers). Sascha Alavi is often cited by papers focused on Customer Service Quality and Loyalty (22 papers), Consumer Behavior in Brand Consumption and Identification (13 papers) and Job Satisfaction and Organizational Behavior (13 papers). Sascha Alavi collaborates with scholars based in Germany, United States and United Kingdom. Sascha Alavi's co-authors include Johannes Habel, Jan Wieseke, Christian Schmitz, Laura Marie Edinger‐Schons, Valéry Bezençon, Torsten Bornemann, Doreén Pick, Christian Homburg, Paolo Guenzi and William L. Cron and has published in prestigious journals such as Academy of Management Journal, Journal of Marketing and Journal of Marketing Research.

In The Last Decade

Sascha Alavi

43 papers receiving 1.3k citations

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Sascha Alavi Germany 22 649 574 417 321 228 49 1.4k
Johannes Habel Germany 21 652 1.0× 653 1.1× 447 1.1× 388 1.2× 268 1.2× 56 1.5k
Nathaniel N. Hartmann United States 20 396 0.6× 657 1.1× 344 0.8× 371 1.2× 176 0.8× 30 1.3k
Avinash Malshe United States 20 455 0.7× 602 1.0× 359 0.9× 373 1.2× 155 0.7× 38 1.2k
Jan H. Schumann Germany 20 810 1.2× 456 0.8× 648 1.6× 205 0.6× 267 1.2× 61 1.4k
Detelina Marinova United States 15 478 0.7× 411 0.7× 462 1.1× 267 0.8× 132 0.6× 27 1.2k
Maik Hammerschmidt Germany 20 927 1.4× 765 1.3× 804 1.9× 282 0.9× 455 2.0× 71 1.8k
Willy Bolander United States 22 425 0.7× 905 1.6× 415 1.0× 295 0.9× 256 1.1× 34 1.4k
Cristiana Raquel Lages United Kingdom 16 469 0.7× 484 0.8× 590 1.4× 325 1.0× 221 1.0× 30 1.2k
Bharath Rajan United States 10 547 0.8× 339 0.6× 537 1.3× 116 0.4× 187 0.8× 16 1.1k
Alex R. Zablah United States 20 476 0.7× 806 1.4× 396 0.9× 291 0.9× 180 0.8× 40 1.3k

Countries citing papers authored by Sascha Alavi

Since Specialization
Citations

This map shows the geographic impact of Sascha Alavi's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Sascha Alavi with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Sascha Alavi more than expected).

Fields of papers citing papers by Sascha Alavi

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Sascha Alavi. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Sascha Alavi. The network helps show where Sascha Alavi may publish in the future.

Co-authorship network of co-authors of Sascha Alavi

This figure shows the co-authorship network connecting the top 25 collaborators of Sascha Alavi. A scholar is included among the top collaborators of Sascha Alavi based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Sascha Alavi. Sascha Alavi is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Alavi, Sascha, et al.. (2025). Customer-Centric Contract Changes. Journal of Marketing Research. 62(3). 504–525. 2 indexed citations
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Alavi, Sascha, et al.. (2025). Implementing e-commerce channels in business-to-business selling. International Journal of Research in Marketing.
5.
Alavi, Sascha, et al.. (2024). Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance. Journal of Personal Selling and Sales Management. 45(2). 135–153. 1 indexed citations
6.
Alavi, Sascha, Johannes Habel, & Arnd Vomberg. (2024). Salesperson lifecycle management: Challenges and research priorities. Journal of Personal Selling and Sales Management. 44(3). 209–218. 5 indexed citations
7.
Alavi, Sascha, et al.. (2023). How Internal Corporate Social Responsibility Moderates the Digitalization-Performance-Link. Academy of Management Proceedings. 2023(1).
8.
Habel, Johannes, et al.. (2023). A theory of predictive sales analytics adoption. AMS Review. 14 indexed citations
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10.
Alavi, Sascha, et al.. (2022). The impact of salespeople’s social media adoption on customer acquisition performance – a contextual perspective. Journal of Personal Selling and Sales Management. 42(2). 139–157. 17 indexed citations
11.
Habel, Johannes, et al.. (2022). Effective Implementation of Predictive Sales Analytics. Journal of Marketing Research. 61(4). 718–741. 24 indexed citations
12.
Alavi, Sascha, et al.. (2021). When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers’ forecast regarding the future business situation. Journal of Personal Selling and Sales Management. 41(3). 218–232. 1 indexed citations
13.
Alavi, Sascha & Johannes Habel. (2021). The human side of digital transformation in sales: review & future paths. Journal of Personal Selling and Sales Management. 41(2). 83–86. 54 indexed citations
14.
Alavi, Sascha, et al.. (2021). The ambivalent role of monetary sales incentives in service innovation selling. Journal of Product Innovation Management. 39(3). 445–463. 25 indexed citations
15.
Alavi, Sascha, et al.. (2019). What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales. Journal of Personal Selling and Sales Management. 39(3). 254–263. 46 indexed citations
16.
Schmitz, Christian, et al.. (2019). Understanding the Impact of Relationship Disruptions. Journal of Marketing. 84(1). 66–87. 46 indexed citations
17.
Alavi, Sascha, Johannes Habel, Paolo Guenzi, & Jan Wieseke. (2017). The role of leadership in salespeople’s price negotiation behavior. Journal of the Academy of Marketing Science. 46(4). 703–724. 48 indexed citations
18.
Homburg, Christian, et al.. (2016). 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. 34(1). 212–230. 46 indexed citations
19.
Habel, Johannes, Laura Marie Edinger‐Schons, Sascha Alavi, & Jan Wieseke. (2015). Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers’ Perceived Price Fairness. Journal of Marketing. 80(1). 84–105. 189 indexed citations
20.
Wieseke, Jan, Sascha Alavi, & Johannes Habel. (2014). Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations. Journal of Marketing. 78(6). 17–37. 105 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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