Narrow search
Showing 1 - 10 of 17,502
Cover Image
Eight organizational enablers of digital service-sales ambidexterity in industrial firms
Classen, Moritz; Friedli, Thomas - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2142-2155
Persistent link: https://www.econbiz.de/10013455410
Cover Image
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Cover Image
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Cover Image
Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
Cover Image
Managing the sales transformation process in B2B : between human and digital
Corsaro, Daniela; Maggioni, Isabella - In: Italian journal of marketing : ITJM 2021 (2021) 1/2, pp. 25-56
Persistent link: https://www.econbiz.de/10012583869
Cover Image
Rapport building in authentic B2B sales interaction
Kaski, Timo; Niemi, Jarkko; Pullins, Ellen - In: Industrial marketing management : the international … 69 (2018), pp. 235-252
Persistent link: https://www.econbiz.de/10011822589
Cover Image
Buyer versus salesperson expectations for an initial B2B sales meeting
Kaski, Timo Arvid; Hautamaki, Pia; Pullins, Ellen; … - In: The journal of business & industrial marketing 32 (2017) 1, pp. 47-57
Persistent link: https://www.econbiz.de/10011609274
Cover Image
Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71
Persistent link: https://www.econbiz.de/10012490935
Cover Image
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
Cover Image
Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42
The association between selling orientation and customer orientation and sales success has been a matter of intensive … research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which … attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer …
Persistent link: https://www.econbiz.de/10014246502