The megatrend of digitalization has the potential to fundamentally change sales practices.
This is because digital technologies impact the entire sales organization and can …

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

Universities focus on digital transformation strategy to stay competitive in global education,
staying competitive is taking on quite a different meaning in the 21st century–it includes the …

As the central part of Industry 4.0 (I4. 0), Digital Transformation (DT) is being enthusiastically
implemented in business organisations. Current DT literature has focused on business and …

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

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 …

Salespeople's responses to change have been extensively examined in the context of sales
literature, sales force automation (SFA), customer relationship management (CRM) systems …

In the rapidly evolving landscape of industrial innovation, a major hurdle for business
customers is the inherent uncertainty associated with adopting new products. This …

Purpose As empirical insights into when salespeople should integrate information and
communication technology (ICT) into their sales tasks are limited, the purpose of this study is …

Purpose The purpose and theoretical contributions of this paper are to improve current
knowledge on culture's role in firms' digital transformation, as well as to identify and add a …