DeCarlo, Thomas E.; Powers, Thomas; Sharma, Ashish - In: European Journal of Marketing 55 (2021) 11, pp. 3010-3032
Purpose: To sustain firm profitability, it is critical for sales managers to direct business-to-business (B2B) salespeople to generate revenues by simultaneously acquiring new customers and selling to current customers. However, emerging research indicates territory-based B2B salespeople have a...