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Self-directed learning: A tool for lifelong learning
A meta-analytic review of self-directed learning (SDL) research over 30 years, five countries,
and across multiple academic disciplines is used to explore its relationships with five key …
and across multiple academic disciplines is used to explore its relationships with five key …
Customer success management, customer health, and retention in B2B industries
B Hochstein, CM Voorhees, AB Pratt… - International Journal of …, 2023 - Elsevier
Abstract Customer Success (CS) Management is an emerging B2B marketing strategy. The
task of CS management is to increase customer retention through dedicated and ongoing …
task of CS management is to increase customer retention through dedicated and ongoing …
Salespeople as knowledge brokers: a review and critique of the challenger sales model
A Rapp, DG Bachrach, N Panagopoulos… - Journal of Personal …, 2014 - Taylor & Francis
Over the last several years, there has been increasing interest in a new sales training
approach–referred to as the Challenger Sales model–to engage customers. This approach …
approach–referred to as the Challenger Sales model–to engage customers. This approach …
[HTML][HTML] Social media use for CRM and business performance satisfaction: The moderating roles of social skills and social media sales intensity
P Charoensukmongkol, P Sasatanun - Asia Pacific Management Review, 2017 - Elsevier
The present study explored the association between the intensity of social media use for
customer relationship management (CRM) and the business performance satisfaction of …
customer relationship management (CRM) and the business performance satisfaction of …
Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force
W Ulaga, JM Loveland - Industrial Marketing Management, 2014 - Elsevier
Despite the increasing strategic value of service-led growth in competitive and
commoditized markets, firms frequently encounter problems orienting their industrial sales …
commoditized markets, firms frequently encounter problems orienting their industrial sales …
[HTML][HTML] Understanding the antecedents and consequences of service-sales ambidexterity: a motivation-opportunity-ability (MOA) framework
B Ahmad, L Da, MH Asif, M Irfan, S Ali, MIUD Akbar - Sustainability, 2021 - mdpi.com
Drawing on the motivation, opportunity and ability (MOA) framework, we investigate the
influence of charismatic leadership on salespeople's service and sales activities—termed …
influence of charismatic leadership on salespeople's service and sales activities—termed …
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
R Agnihotri, CB Gabler, OS Itani… - Journal of Personal …, 2017 - Taylor & Francis
This research investigates the effects of sales-service ambidexterity on salesperson role
perceptions, behaviors, and customer satisfaction. Using a business-to-business …
perceptions, behaviors, and customer satisfaction. Using a business-to-business …
Improving marketing success: The role of tacit knowledge exchange between sales and marketing
DB Arnett, CM Wittmann - Journal of Business Research, 2014 - Elsevier
Successful organizations adapt their marketing strategies to marketplace changes.
Boundary spanners, such as salespeople, because they are able to embed themselves in …
Boundary spanners, such as salespeople, because they are able to embed themselves in …
Sales force effectiveness: a framework for researchers and practitioners
AA Zoltners, P Sinha, SE Lorimer - Journal of Personal Selling & …, 2008 - Taylor & Francis
This paper presents a Sales Force Effectiveness Framework that organizes the complexities
of sales organizations, providing a holistic approach to defining and assessing sales force …
of sales organizations, providing a holistic approach to defining and assessing sales force …
Promoting employee flexibility through HR practices
I Beltrán‐Martín, V Roca‐Puig - Human resource management, 2013 - Wiley Online Library
Current competitive environments have created a growing interest in employee flexibility in
firms. Recently researchers have differentiated between two facets of employee flexibility …
firms. Recently researchers have differentiated between two facets of employee flexibility …