The future of buyer–seller interactions: A conceptual framework and research agenda
The revolution in information availability and the advances in novel interaction technologies
have ushered in two major shifts that call into question the traditional assumptions of buyer …
have ushered in two major shifts that call into question the traditional assumptions of buyer …
Trojan horse or useful helper? A relationship perspective on artificial intelligence assistants with humanlike features
Artificial intelligence assistants (AIAs) such as Alexa are prevalent in consumers' homes.
Owing to their powerful artificial intelligence, consumers may perceive that AIAs have a mind …
Owing to their powerful artificial intelligence, consumers may perceive that AIAs have a mind …
Extrinsic rewards, intrinsic motivation, and new product development performance
Reward structures can have a significant impact on the performance of new product
development (NPD) teams. However, there are several gaps in our understanding of how …
development (NPD) teams. However, there are several gaps in our understanding of how …
How do digital influencers affect social commerce intention? The roles of social power and satisfaction
P Wang, Q Huang, RM Davison - Information Technology & People, 2021 - emerald.com
Purpose The success of social commerce depends on consumers' willingness to participate
in social commerce activities. Practitioners have attached increasing attention to facilitating …
in social commerce activities. Practitioners have attached increasing attention to facilitating …
Variable compensation and salesperson health
Positive effects of incentives on salespeople's motivation, effort, and performance are well-
established in literature. This article takes a novel look at their influence on salespeople's …
established in literature. This article takes a novel look at their influence on salespeople's …
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
P Guenzi, EJ Nijssen - Industrial Marketing Management, 2020 - Elsevier
The innovative impact of digital technologies on sales forces is largely unexplored.
Particularly, the understanding of drivers of social media use by salespeople remains …
Particularly, the understanding of drivers of social media use by salespeople remains …
How classy servant leader at workplace? Linking servant leadership and task performance during the COVID-19 crisis: a moderation and mediation approach
The COVID-19 pandemic has caused a record global crisis, particularly and extremely, for
the service sectors. Due to extensive security measures, many service sector employees …
the service sectors. Due to extensive security measures, many service sector employees …
Linking authentic leadership to salespeople's service performance: The roles of job crafting and human resource flexibility
TT Luu - Industrial Marketing Management, 2020 - Elsevier
To build the sustainable service excellence, organizations should fuel sales employees'
drive to serve customers and recover service failures to their utmost satisfaction. The primary …
drive to serve customers and recover service failures to their utmost satisfaction. The primary …
Dynamic and global drivers of salesperson effectiveness
Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …
for executing effective selling strategies. Yet radical changes in the sales context in the past …
To be or not to be: a review of the (un) ethical salespeople literature
Purpose Despite the prominence of ethics in mainstream marketing and sales literature,
studies on the role of unethical sales practices remain sparse. As a result, we sought to fill …
studies on the role of unethical sales practices remain sparse. As a result, we sought to fill …