Business and consumer buying behaviour has changed dramatically in recent time; a fact
that is not lost on selling organisations when considering how best to recalibrate …

Recognizing the rapid advances in sales digitization and artificial intelligence technologies,
we develop concepts, priorities, and questions to help guide future research and practice in …

Brands are constantly competing for user attention on Facebook and are trying to encourage
fans to share, click 'like', and comment their posts. Yet, it remains unclear what content …

Several studies suggest that accelerating technology, increasing product complexity, and an
expanding volume of information in the marketplace are changing sales roles, necessitating …

Corporate Foresight (CF) suggests a strategic capability that enables organisations to
anticipate emerging market trends, customer needs, and competitive dynamics, providing a …

Purpose The purpose of this study is to recognize the facilitators and inhibitors of value co-
creation in the industrial service environment. Design/methodology/approach First, a …

Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an
influential factor in decision-making for both exchange parties. However, a fragmented …

Abstract Service advisors are a crucial contributor to the profit and loss of an automotive
dealership. It is thus crucial that their performances are continuously evaluated to make …

Sales compensation plans affect salespeople's prospecting activity and sales opportunity
coverage because they shape behavior in terms of how reps manage their territory and …

This paper summarizes the arguments and counterarguments of the scientific discussion on
multi-company co-operation leading, given that co-creating value between companies is a …