The Future of Research on International Selling and Sales Management
As companies expand their international footprint, insight regarding how to effectively
organize international selling and sales management (ISSM) efforts is becoming …
organize international selling and sales management (ISSM) efforts is becoming …
Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis
Understanding the impact of technology use on the business-to-business (B2B) sales
profession has been one of the priorities for scholars for over 20 years. While the extant …
profession has been one of the priorities for scholars for over 20 years. While the extant …
Creating tension in sales research
When Johannes reached out to me regarding the topic of this editorial and mentioned
creating tension in sales research, I was slightly taken aback. Having been through the …
creating tension in sales research, I was slightly taken aback. Having been through the …
Salesperson motivation, compensation, training and deployment within the sales ecosystem
Purpose This study aims to examine the applicability of Hartmann et al.'s (2018) service
ecosystem framework to the day-to-day management of the modern sales force. The authors …
ecosystem framework to the day-to-day management of the modern sales force. The authors …
Not the way it used to be: B2B interactions in the era of ecosystems
B Gustafson, N Pomirleanu… - Journal of Business & …, 2024 - emerald.com
Purpose The COVID pandemic has prompted B2B and industrial marketing scholars to
understand more about how external disruptions impact parties involved in B2B …
understand more about how external disruptions impact parties involved in B2B …
Personal selling and sales management abstracts
SM Mangus - Journal of Personal Selling & Sales Management, 2023 - Taylor & Francis
The purpose of this section is to keep readers abreast of current personal selling and sales
management literature. In addition, we review more than sixty academic publications …
management literature. In addition, we review more than sixty academic publications …