Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …

Individual ambidexterity is of vital importance to the competitive advantage of organizations,
especially small and medium enterprises (SMEs). Yet the ambiguous conceptualization in …

Recognizing the rapid advances in sales digitization and artificial intelligence technologies,
we develop concepts, priorities, and questions to help guide future research and practice in …

During disruptions such as the COVID-19 pandemic, the resilience of any commercial
organization becomes a critical characteristic. This paper examines the flexibility of the sales …

This research attempts to challenge the resource–engagement and engagement–
performance linkage of the job demands–resources model by testing these links under the …

This research investigates the effects of sales-service ambidexterity on salesperson role
perceptions, behaviors, and customer satisfaction. Using a business-to-business …

The importance of social media usage by B2B salespeople has been well documented in
the sales literature. In particular, a B2B salesperson's use of social media to prospect for …

Sales managers are unlikely to reap the benefits of implementing predictive analytics
applications when salespeople show aversion to or lack understanding of these …

Much of the current research on salesperson motivation focuses on extrinsic reward
expectancy related to compensation, contests, incentives, and quotas. We find that while …

The literature examining the effect of sales control on salesperson performance is, at best,
equivocal. To reconcile inconsistencies in empirical findings, this research introduces two …