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Mastering the digital transformation of sales
Guenzi, Paolo; Habel, Johannes - In: California management review 62 (2020) 4, pp. 57-85
Persistent link: https://www.econbiz.de/10012309189
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Mirror, mirror on the wall : identity-image interactions for the sales force in high threat situations
Rodrigues, Caren; Krishnamurthy, Anup - In: European management review : the journal of the … 13 (2016) 4, pp. 307-323
Persistent link: https://www.econbiz.de/10011662393
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A stage model for transitioning to KAM
Davies, Iain A.; Ryals, Lynette J. - In: Journal of marketing management : MM 25 (2009) 9/10, pp. 1027-1048
Persistent link: https://www.econbiz.de/10003902422
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Strategic alignment for sales organization transformation
LaForge, Raymond W.; Ingram, Thomas N.; Cravens, David W. - In: Strategic sales and strategic marketing, (pp. 11-31). 2011
Persistent link: https://www.econbiz.de/10008798060
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The effect of workplace spirituality on salespeople's organisational deviant behaviours : research propositions and practical implications
Chawla, Vaibhav - In: The journal of business & industrial marketing 29 (2014) 3, pp. 199-208
Persistent link: https://www.econbiz.de/10010345213
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Managing IT change : sales, marketing, and distribution
Worster, Arthur J.; Weirich, Thomas R.; Andera, Frank - In: The journal of corporate accounting & finance 27 (2015/2016) 4, pp. 37-43
Persistent link: https://www.econbiz.de/10011485893
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Social media and related technology : drivers of change in managing the contemporary sales force
Moncrief, William C.; Marshall, Greg W.; Rudd, John M. - In: Business horizons 58 (2015) 1, pp. 45-55
Persistent link: https://www.econbiz.de/10010476151
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Effect of respondents' personality on resistance to change and the sales force
Lilford, Neil - In: Journal of financial services marketing : JFSM 19 (2014) 2, pp. 155-164
Persistent link: https://www.econbiz.de/10010497770
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The role of socio-economic management in enhancing sales and marketing activities : a comparative case study
Barth, Isabelle - In: Socio-economic intervention in organizations : the …, (pp. 401-420). 2007
Persistent link: https://www.econbiz.de/10003529643
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A Stage Model for Transitioning to Kam
Davies, Iain Andrew - 2011
This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organizations implement KAM. Through this we identify a stage model that...
Persistent link: https://www.econbiz.de/10013124094