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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
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The Death of the Salesmen? Effect of B2B Online Channel Introduction on Offline Sales Performance
Josephson, Brett; Lee, Ju-Yeon; Sridhar, Shrihari - 2021
B2B markets are increasingly shifting toward online channels, but online transactions still only represent only a small fraction of total sales. This creates a hybrid channel, where some products exist in a multi-channel environment and others do not (i.e., offline exclusive, mixed channel,...
Persistent link: https://www.econbiz.de/10014089187
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Exploring the effectiveness of seller reputation mechanism using online sales data
Wang, Ying; Huang, Lei; Guo, Yi - In: Journal of electronic commerce in organizations : the … 12 (2014) 2, pp. 46-58
Persistent link: https://www.econbiz.de/10010404467
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From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of business research : JBR 132 (2021), pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
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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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Enhancing electronic markets for industrial services by trust features
Bauer, Wolfgang; Dorn, Jürgen; Pryakhin, Ivan - In: New insights on trust in business-to-business …, (pp. 53-86). 2019
Persistent link: https://www.econbiz.de/10012405458
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Business-to-business platforms as a part of e-commerce : possibilities of practical use by Polish enterprises
Pyka, Anna; Błach, Joanna - In: Copernican Journal of Finance & Accounting : CJF&A 3 (2014) 2, pp. 137-149
Persistent link: https://www.econbiz.de/10012250209
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Factors affecting customer satisfaction in the customer journey in B2B and B2C e-commerce environment
Gevers, Noortje; Millemann, Jan Andre; Schnellbaecher, … - In: International journal of technology marketing : IJTMkt 18 (2024) 3, pp. 241-268
Persistent link: https://www.econbiz.de/10015062503
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Empirical research on the impact of network externalities on online loyalty in B2B platforms
Li, Li; Wu, Xiaoli; Zhang, Yue; Zhao, Jie - In: International journal of networking and virtual … 15 (2015) 2/3, pp. 185-199
Persistent link: https://www.econbiz.de/10011440071
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Differentiating the effects of Internet usage and wireless usage on business-to-business and business-to-consumer e-commerce
Deng, Xuefei Nancy; Zhang, Jian - In: Journal of internet commerce 13 (2014) 1/4, pp. 138-157
Persistent link: https://www.econbiz.de/10010474792