Purpose–To review the academic literature on customer relationship management (CRM),
provide a comprehensive bibliography and propose a method of classifying that literature …

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 …

Over the years several articles have tracked the impact of technology on various aspects of
the sales domain. However, the advent of social media and technologies related to social …

New developments and trends in selling and sales management are creating demands and
opportunities that require adaptation and new approaches on the part of both sales …

Despite the rapidly growing customer relationship management (CRM) literature, the
dimensions of CRM and their effects on customer outcomes remain equivocal. In this …

When we set our sights on the Sixth Edition, issues surrounding a global health pandemic,
geopolitical instabilities or a container vessel blocking one of the busiest shipping routes in …

Firms continue to struggle with the implementation of sales force technology tools and the
role they play in sales representative performance. This research expands previous …

Sales managers need a practical means for evaluating returns from investments in sales
technology implementations (including sales automation and sales-based customer …

To our knowledge, this research is the first to focus on the critical moderating role that user
training and support play on the relationship between the use of sales force automation tools …

This exciting new title provides a comprehensive introduction to the main theoretical and
managerial issues of B2B marketing. It raises readers' awareness of the significance of B2B …