The revolution in information availability and the advances in novel interaction technologies
have ushered in two major shifts that call into question the traditional assumptions of buyer …

Relational selling is at a crossroads: Some trends undermine salespeople's ability to build
strong relationships (e-commerce, buying norms), but others emphasize the importance of …

This article demonstrates that the sales literature is converging on a systemic and
institutional perspective that recognizes that selling and value creation unfold over time and …

Marketing organization is the interface of the firm with its markets and where the work of
marketing gets done. This review of the past 25 years of scholarship on marketing …

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 …

Firms routinely engage in relationship marketing (RM) efforts to improve their relationships
with business partners, and extant research has documented the effectiveness of various …

Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …

Extending the literature on sales technology, we use two studies to develop and test a model
involving salesperson-customer shared technology tools, referred to as Social Media …

Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …

Although scholars have established that customer satisfaction affects different dimensions of
firm financial performance, a managerially important but overlooked aspect is its effect on a …