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 operationalize …
performance, significant variation exists regarding how scholars can operationalize …
From sales force automation to digital transformation: how social media, social CRM, and artificial intelligence technologies are influencing the sales process
R Agnihotri - A research agenda for sales, 2021 - elgaronline.com
The role of sales technology systems in facilitating the sales process remains an interesting
topic for academics. Firms make substantial investments in sales technology, with the hope …
topic for academics. Firms make substantial investments in sales technology, with the hope …
Small and medium-sized enterprises (SMEs): The engine of economic growth through investments and innovation
Small and medium-sized enterprises (SMEs) are crucial for local economic development,
playing a noteworthy role in job creation, poverty alleviation and economic growth, but they …
playing a noteworthy role in job creation, poverty alleviation and economic growth, but they …
The influence of digital entrepreneurship and entrepreneurial orientation on intention of family businesses to adopt artificial intelligence: examining the mediating role …
Purpose This study aims to investigate the adoption intention of artificial intelligence (AI) in
family businesses through the perspectives of digital entrepreneurship and …
family businesses through the perspectives of digital entrepreneurship and …
Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions
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 …
we develop concepts, priorities, and questions to help guide future research and practice in …
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
The nature of inside sales has shifted, increasing in autonomy, importance, and scope.
Moreover, buyers are changing their preferences from face-to-face interactions to virtual …
Moreover, buyers are changing their preferences from face-to-face interactions to virtual …
Big data analytics in strategic sales performance: mediating role of CRM capability and moderating role of leadership support
S Chatterjee, R Chaudhuri, D Vrontis - EuroMed Journal of Business, 2022 - emerald.com
Purpose This study investigates how the combined effects of big data ability and CRM
capability could impact on an organization's strategic sales performance (SSP), and how the …
capability could impact on an organization's strategic sales performance (SSP), and how the …
Social media and customer relationship management technologies: Influencing buyer-seller information exchanges
Due to the increasing array of sales technology, salespeople must understand how each
application assists them. This study examines how business-to-business salespeople use …
application assists them. This study examines how business-to-business salespeople use …
Social media's influence on business-to-business sales performance
M Rodriguez, RM Peterson… - Journal of Personal Selling …, 2012 - Taylor & Francis
The implementation of social media technology in a firm's marketing strategy has been
adopted by some forward-thinking sales forces. Sharing content and building a network of …
adopted by some forward-thinking sales forces. Sharing content and building a network of …
Increasing resilience by creating an adaptive salesforce
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 …
organization becomes a critical characteristic. This paper examines the flexibility of the sales …