Purpose This study aims to develop and test a process model of the effect of social media
use by business-to-business (B2B) salespeople on their value cocreation and …

Abstract Customer Success (CS) Management is an emerging B2B marketing strategy. The
task of CS management is to increase customer retention through dedicated and ongoing …

Abstract Information technology-enabled value co-creation (IT-enabled VCC) has become a
central research area. However, a clear understanding of its theoretical foundations and …

The scholarly literature at the intersection of sales and ethics is vast and, therefore, difficult to
summarize. To explore the state of the sales–ethics landscape, the authors apply …

Ambidexterity in a business context has focused primarily on how organizations can
strategically coordinate multiple, often competing tasks. Within the marketing function …

The sales management literature suggests that control-based management systems drive
sales effectiveness. However, despite prior research on salesforce management systems …

Applications of customer success management are gaining increasing importance globally
across industries. Especially when selling and delivering complex offerings, suppliers need …

Abstract The global Subscription Economy has grown tremendously in recent years.
Subscription offers are today increasingly regarded as a strategic imperative in many …

Purpose Digital solutions (DS) that build on recurring revenue models (RRMs) offer new
opportunities to continuously create and capture superior value. However, many firms fail to …

The modern sales role has been described as that of a knowledge broker who shares
salient information, beyond what the customer already knows, to influence sales outcomes …