Search
Search Results
-
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson performance, significant variation exists regarding how scholars can...
-
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation...
-
Sales ambidexterity and performance: a behavioral paradigm through the Career Stage framework
Sales professionals worldwide have a decisive role in bringing value to organizations and supply chains, but pressures are challenging the existing...
-
The instantaneous commitment effect: develo** stakeholder orientation among managers
The authors introduce and investigate incoming managers’ instantaneous commitment - a novel concept increasingly relevant to frontline managers....
-
Customer Contact and Sales Conversation
For sales engineers working in field, special or key account sales, sales psychology and an empathy when approaching customers are key to successful...
-
Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective
Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS...
-
Sales Management
Selling is one of the most exciting activities in business. Sales is the company’s “eyes and ears” watching and listening to the customers. Sales...
-
Meta-Targeting and Business Ideas in Online Retailing
As internet usage continues to grow in terms of user numbers as well as usage intensities, online retail sales continue to increase rapidly. The...
-
The Most Important Players and Business Models at a Glance
What distinguishes a bad from a good and a good from an excellent business model? There are hundreds, if not thousands, of books on this topic, but...
-
Threat to Stationary Trade
Especially in comparison to online retail, there is no denying that times have become more difficult for stationary retail: Stationary retailers are...
-
7W Strategy for Digital Transformation in Sales: HOW Do We Close the Gaps?
Develo** and implementing a strategy for the digital transformation in sales requires a thoughtful approach and consideration of many factors, some...
-
The role of retailers as generators and mediators of new product ideas
Research on open and user innovation has not addressed the role of retailers as a source of innovation. This paper investigates the activities of...
-
The Sales Team
The effectiveness of the sales force is a critical success factor in meeting or exceeding company goals. Having read this chapter, you should have a...
-
Are conservative approaches to new product selling a blessing in disguise?
A new product’s success in the marketplace largely depends on salesforce actions. Many B2B salespeople display conservatism when confronted with new...
-
The Might of MAAMA
The big five tech companies FAAMA (Facebook, Apple, Amazon, Microsoft, Alphabet) control our lives, made powerful by network effects. The combined...
-
Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners...
-
Biographical Information
Being told someone ‘was born with a silver spoon in his mouth’ or is of the Hindu caste Shudra, with the function of serving others, prompts people...
-
The Individual and Organizational Purchase
Downstream of the sector, passengers buy air tickets for private or business use. Upstream, companies buy planes, equipment and services. Further...
-
From the Zoo to the Jungle and Back in a Second: The Profile of a Serial Entrepreneur in Action
Thank you for your call, but we do not work with agents. I see! Could I ask why? >Company...
-
Cornerstones of Anticipation
Before reviewing the different methods of anticipation, such as scenarios, I introduce the important basic terms of anticipation. These are called...