11 Result(s)
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Article
Research on sales and ethics: Map** the past and charting the future
The scholarly literature at the intersection of sales and ethics is vast and, therefore, difficult to summarize. To explore the state of the sales–ethics landscape, the authors apply probabilistic topic modeli...
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Article
A theory of sales system shocks
Research primarily explores sales phenomena during normal periods. However, triggering events (e.g., natural disasters, security catastrophes, pandemics) can create sales system shocks that profoundly impact s...
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Article
Open AccessA theory of predictive sales analytics adoption
Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive analytics, using quantitative methods, including machine learning algorithms, to reveal unknown information, suc...
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Chapter
Bringing Industrial Software to Market: Managerial Challenges and an Agenda for Future Research
Industrial manufacturers are increasingly develo** and marketing industrial software systems (ISS) in addition to their traditional hardware-based products. ISS are complex market offerings with a software c...
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Article
Open AccessCustomer-oriented salespeople’s value creation and claiming in price negotiations
Although customer orientation is widely endorsed as a crucial salesperson characteristic, little is known about its effect in price negotiations with customers. This study rectifies this omission and argues fo...
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Chapter and Conference Paper
The Effect of Genetic Predispositions on Salespeople’s Canvassing and Closing: An Abstract
The beginning and the end of the sales cycle, canvassing (i.e., approaching new customers) and closing (i.e., the process of trying to sign and finalize a deal), represent key moments of potential rejection. W...
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Article
Open AccessNo conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects
On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a “no conversion, no conversation” (NC
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Article
Open AccessPrice negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations
Although customers frequently negotiate the prices of both goods and services, academic research has mostly examined negotiations in goods contexts, neglecting the fact that negotiations for services may be di...
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Article
The role of leadership in salespeople’s price negotiation behavior
Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. Howeve...
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Chapter
Besonderheiten im persönlichen Verkauf von Luxusmarken1
Obwohl Luxusmarken primär über persönlichen Verkauf vertrieben werden, wurden bislang keine Erfolgsfaktoren in diesem Verkaufskontext untersucht. Der vorliegende Beitrag adressiert diese Forschungslücke erstma...
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Article
Customer reactions to downsizing: when and how is satisfaction affected?
Organizational downsizing to cut costs frequently creates new, “hidden costs” that neutralize potential increases in productivity. Customer dissatisfaction is such an overlooked downsizing outcome. Using longi...
