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Sales complexity and value appropriation : a taxonomy of sales situations

Rangarajan, Deva; Hochstein, Bryan; Nagel, Duane; … - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2298-2314

Persistent link: https://www.econbiz.de/10013455402

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

Managing ad hoc sales encounters in B2B markets

Schmitz, Christian; Lee, You-Cheong; Isenberg, Lukas; … - In: Industrial marketing management : the international … 105 (2022), pp. 33-47

Persistent link: https://www.econbiz.de/10013494010

Looking through the Glassdoor : he stories that B2B salespeople tell

Lam, Joey; Mulvey, Michael S.; Robson, Karen - In: Industrial marketing management : the international … 105 (2022), pp. 478-488

Persistent link: https://www.econbiz.de/10013494064

How social media use enhances salesperson performance

Franck, Romain; Damperat, Maud - In: The journal of business & industrial marketing 38 (2023) 8, pp. 1720-1737

Persistent link: https://www.econbiz.de/10014314205

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

The effect of supplier CSR practices on sales performance with major customers in B2B markets

Jia, Xingping; Li, Wenqian; Gao, Wei - In: International journal of logistics : research and … 26 (2023) 8, pp. 1060-1080

Persistent link: https://www.econbiz.de/10014322188

Automating the B2B salesperson pricing decisions : a human-machine hybrid approach

Karlinsky-Shichor, Yael; Netzer, Oded - In: Marketing science 43 (2024) 1, pp. 138-157

Persistent link: https://www.econbiz.de/10014470128

The impact of social capital and transaction efficacy on salesperson performance

Mallapragada, Girish; Gupta, Aditya; Josephson, Brett - In: Production and operations management : the flagship … 31 (2022) 9, pp. 3525-3542

Persistent link: https://www.econbiz.de/10013419341

Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

Persistent link: https://www.econbiz.de/10014425793