Expecting improvements in productivity and performance, organizations continue to invest
considerably in sales technology tools and platforms such as customer relationship …

The information age provides vast opportunities for organizations to improve their
efficiencies by relying on big data-AI empowered analytics (BDA). The purpose of this study …

The importance of international collaboration in the research field is well-documented, but its
impact on the number of citations received by research publications is not fully understood …

Depression is an important and prevalent issue often overlooked in the sales literature.
Although prior research provides evidence that depression negatively impacts a variety of …

Purpose The COVID-19 pandemic has led to major sales strategy and process changes as
many interactions migrated from face-to-face to virtual environments. The nature of the …

Value co-creation has emerged as a way for organizations to gain a competitive advantage
and differentiate themselves from the competition. In the literature, a positive link has been …

Purpose The purpose of this study is to investigate the drivers of business-to-business (B2B)
sales success and the role of digitalization, in a selling and sales management landscape …

External shocks such as the COVID-19 pandemic can fundamentally change the working
conditions of salespeople and their customer interactions. This paper examines whether and …

Activities performed from the conception of the product to the delivery to support the
business have been at the center of marketing. Crises like COVID-19 have brought pivotal …

In the context of the global crisis presented by the COVID-19 pandemic, we investigate the
perspectives of sales managers regarding their organizations' responses to the crisis and …