Turnitin
降AI改写
早检测系统
早降重系统
Turnitin-UK版
万方检测-期刊版
维普编辑部版
Grammarly检测
Paperpass检测
checkpass检测
PaperYY检测
Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing
The commitment-trust theory (CT theory) of relationship marketing ushered in a new
marketing paradigm that shifted attention from discrete transactions to establishing …
marketing paradigm that shifted attention from discrete transactions to establishing …
AI in sales: Laying the foundations for future research
Artificial intelligence (AI) tools have seen widespread adoption in the sales function.
However, the pace of adoption means that sales researchers are often several steps behind …
However, the pace of adoption means that sales researchers are often several steps behind …
How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry
FM Bongers, JH Schumann… - Journal of Personal selling …, 2021 - Taylor & Francis
Supplier firms in business-to-business (B2B) contexts increasingly are introducing digital
sales channels. This marks a fundamental change for salespeople, in particular, given the …
sales channels. This marks a fundamental change for salespeople, in particular, given the …
[HTML][HTML] Addressing the supplier selection problem by using the analytical hierarchy process
MH Manik - Heliyon, 2023 - cell.com
ACI Pharma spends $12 to 15 million yearly to promote its brands. The brand promotional
activities of the company were hampered, due to supplier selection subjectively, which …
activities of the company were hampered, due to supplier selection subjectively, which …
How salespeople adapt communication of customer value propositions in business markets
This article explores how salespeople in business markets communicate customer value
propositions (CVPs) to the different actors involved in organizational purchase decisions. As …
propositions (CVPs) to the different actors involved in organizational purchase decisions. As …
The salesperson as a knowledge broker: The effect of sales influence tactics on customer learning, purchase decision, and profitability
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 …
salient information, beyond what the customer already knows, to influence sales outcomes …
Formal salesforce control mechanisms and behavioral outcomes
Purpose The current study aims to empirically examine the impact of formal salesforce
control systems on salespeople and customer behavior. Design/methodology/approach …
control systems on salespeople and customer behavior. Design/methodology/approach …
Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research
The COVID-19 pandemic's disruption and ultimate lasting impact on the business world is
unprecedented. While there has been much discussion about the specific impact that COVID …
unprecedented. While there has been much discussion about the specific impact that COVID …
Past, present and future of research in relationship marketing - a machine learning perspective
Purpose This paper aims to take stock of research done in the domain of relationship
marketing (RM). Additionally, this article aims to identify the potential areas of future …
marketing (RM). Additionally, this article aims to identify the potential areas of future …
[HTML][HTML] Proposing a sales performance motivational framework for B2B sellers in services firms
R Rodríguez, M Roberts-Lombard… - European Research on …, 2024 - Elsevier
This study tests a framework of business-to-business (B2B) sellers' sales performance
motivations in services firms. An exploratory-descriptive research design was used and data …
motivations in services firms. An exploratory-descriptive research design was used and data …