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Salesperson moral identity and value co-creation
Itani, Omar S.; Chonko, Lawrence B.; Agnihotri, Raj - In: European journal of marketing 56 (2022) 2, pp. 500-531
Persistent link: https://www.econbiz.de/10013173438
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Do salespeople's online profile pictures predict the number of online reviews? : effect of a babyface
Yim, Alexis; Price, Bradley; Agnihotri, Raj; Cui, Annie Peng - In: European journal of marketing 57 (2023) 7, pp. 1886-1911
Persistent link: https://www.econbiz.de/10014342177
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When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity
Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682
Persistent link: https://www.econbiz.de/10014225994
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The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
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Charting value creation strategies B2B salespeople use throughout the sales process : learning from social media influencers
Cheng, Zixuan Mia; Plangger, Kirk; Cai, Feng; Campbell, … - In: European journal of marketing 57 (2023) 3, pp. 718-744
Persistent link: https://www.econbiz.de/10014226003
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Sales manager encouragement behavior in value-centered business models
Hoffmann, Clara; Alavi, Sascha; Schmitz, Christian - In: European journal of marketing 57 (2023) 3, pp. 771-793
Persistent link: https://www.econbiz.de/10014226011
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Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value
Tienken, Christoph; Classen, Moritz; Friedli, Thomas - In: European journal of marketing 57 (2023) 3, pp. 794-833
Persistent link: https://www.econbiz.de/10014226013
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Creating discursive channels : generating and disseminating impactful research insights into the strategic sales enablement of retail technology
Montecchi, Matteo; Bonetti, Francesca; Plangger, Kirk; … - In: European journal of marketing 56 (2022) 9, pp. 2515-2532
Persistent link: https://www.econbiz.de/10013457367
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No worries, eBay : displaying sales level information does not increase consumer price sensitivity
He, Yongfu; Oppewal, Harmen; Chung, Yuho; Peng, Ling - In: European journal of marketing 57 (2023) 12, pp. 3099-3124
Persistent link: https://www.econbiz.de/10014448611
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When and how sales manager feedback contributes to sales performance : the role of emotional labor and cross-selling
Shin, Yuhyung; Hur, Won-Moo; Moon, Tae Won - In: European journal of marketing 57 (2023) 2, pp. 599-625
Persistent link: https://www.econbiz.de/10013502597