[PDF][PDF] The impact of product and process innovations on Productivity: A review of empirical studies
E Domnich - Foresight and STI Governance, 2022 - foresightjournal.org
This article draws attention to insufficient research interest in the empirical assessments of
the impact of product and process innovations (PPI) on economic performance. The analysis …
the impact of product and process innovations (PPI) on economic performance. The analysis …
More than money: establishing the importance of a sense of purpose for salespeople
Much of the current research on salesperson motivation focuses on extrinsic reward
expectancy related to compensation, contests, incentives, and quotas. We find that while …
expectancy related to compensation, contests, incentives, and quotas. We find that while …
Dynamic and global drivers of salesperson effectiveness
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 …
for executing effective selling strategies. Yet radical changes in the sales context in the past …
Sales force financial compensation–a review and synthesis of the literature
As designing effective sales force financial compensation (SFFC) is as important as it is
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
P Guenzi, EJ Nijssen - European Journal of Marketing, 2023 - emerald.com
Purpose Value-based selling (VBS) is increasingly a key success factor in business to
business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been …
business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been …
The human side of innovation management: Bridging the divide between the fields of innovation management and organizational behavior
The human side of innovation management focuses on the people that are carrying out
innovative endeavors in organizations. It marks the intersection between research on …
innovative endeavors in organizations. It marks the intersection between research on …
[HTML][HTML] Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout
There is growing recognition that many salespeople frequently experience anxiety, which
may impact salesperson mental health and well-being. Unfortunately, there is little empirical …
may impact salesperson mental health and well-being. Unfortunately, there is little empirical …
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
Purpose Digital solutions (DS) that build on recurring revenue models (RRMs) offer new
opportunities to continuously create and capture superior value. However, many firms fail to …
opportunities to continuously create and capture superior value. However, many firms fail to …
The ambivalent role of monetary sales incentives in service innovation selling
Complex service innovations constitute a cornerstone in the strategy of numerous industrial
companies. The industrial sales force assumes an important role in the selling of these …
companies. The industrial sales force assumes an important role in the selling of these …
Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context
Purpose The purpose of this study is to examine how and to what extent customer-provider
service touchpoints impact business customer perceptions and outcomes in the context of …
service touchpoints impact business customer perceptions and outcomes in the context of …