Results 271 to 280 of about 12,143,329 (350)
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The role of lead management systems in inside sales performance
Journal of Business Research, 2019Understanding how the use of IT influences the performance of inside sales is imperative, yet there is a lack of research in this area. This study empirically validates a conceptual model based on the Technology-Task-Fit theory, capturing the impact of ...
Alhassan Ohiomah +2 more
exaly +2 more sources
Journal of Business & Industrial Marketing, 2011
PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness.
Küster Boluda, Inés, Canales, Pedro
openaire +4 more sources
PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness.
Küster Boluda, Inés, Canales, Pedro
openaire +4 more sources
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance
Journal of Business-to-Business Marketing, 2023Purpose This study aims to explore the conception and antecedents of organizational value-based selling (VBS) capability in the business-to-business (B2B) market.
Yanzhe Liu, Xiaoyu Zhao, Tao Wang
semanticscholar +1 more source
Journal of Personal Selling & Sales Management, 2022
Drawing on control systems and self-efficacy theories, the authors propose two alternative perspectives: a control systems convergence, which refers to a salesperson’s perception of their sales manager’s use of both behavior-based and outcome-based ...
V. Vieira +4 more
semanticscholar +1 more source
Drawing on control systems and self-efficacy theories, the authors propose two alternative perspectives: a control systems convergence, which refers to a salesperson’s perception of their sales manager’s use of both behavior-based and outcome-based ...
V. Vieira +4 more
semanticscholar +1 more source
B2B online sales pushes: Whether, when, and why they enhance sales performance
Production and operations management, 2022Business‐to‐business (B2B) sellers are increasingly transitioning to hybrid sales structures, by augmenting an in‐person field sales force with a direct online channel. During this transition, sellers frequently experience a cold‐start problem, wherein
Vamsi K. Kanuri +4 more
semanticscholar +1 more source
The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance
Journal of Business-to-Business Marketing, 2021Purpose This paper aims to examine salesperson skills, including listening, communication, and adaptive selling, that can enable value co-creation with customers and increase sales performance, while taking into consideration the contingent role of ...
Hayam Alnakhli +2 more
semanticscholar +1 more source
Organisational and environmental indicators of B2B sales performance
Marketing Intelligence & Planning, 2021PurposeThe purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment.
Nils M. Høgevold +3 more
semanticscholar +1 more source
B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings
Journal of Business-to-Business Marketing, 2021Purpose This study focuses on a framework of sales performance drivers, considering four areas of seller skills, and seven dimensions that the literature generally recognizes as affecting sales performance in B2B settings.
Nils M. Høgevold +3 more
semanticscholar +1 more source
Performance Management in Retail and the Consumer Goods Industry, 2019
Heiko Schulte-Oversohl
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Heiko Schulte-Oversohl
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Self-efficacy and personal selling: review and examination with an emphasis on sales performance
Journal of Personal Selling & Sales Management, 2020Self-efficacy has been a focal construct in personal selling research for more than four decades. This article reviews and examines how self-efficacy has been conceptualized, measured, and investigated in personal selling research. Following a canvass of
R. Peterson
semanticscholar +1 more source