Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
How to generate loyalty in mobile payment services? An integrative dual SEM-ANN analysis
Purpose The surging entrance of new mobile payment merchants into the growing market
has prompted the need for an in-depth understanding of loyalty formation to retain …
has prompted the need for an in-depth understanding of loyalty formation to retain …
Develo** a framework for enhancing survivability of sustainable supply chains during and post-COVID-19 pandemic
The pandemic has created a restrictive working system including remote working, and
flexible hours for the firms and employees all around the globe, thus transforming into a …
flexible hours for the firms and employees all around the globe, thus transforming into a …
[HTML][HTML] When do AI chatbots lead to higher customer satisfaction than human frontline employees in online shop** assistance? Considering product attribute type
Y Ruan, J Mezei - Journal of Retailing and Consumer Services, 2022 - Elsevier
The increasing adoption of AI chatbots in online shop** assistance, as a complement or
substitute for human frontline employees (HFLEs), leads to the question whether HFLEs …
substitute for human frontline employees (HFLEs), leads to the question whether HFLEs …
The future of in-store technology
This paper introduces a conceptual framework for understanding new and futuristic in-store
technology infusions. First, we develop a 2× 2 typology of different innovative and futuristic …
technology infusions. First, we develop a 2× 2 typology of different innovative and futuristic …
Orchestrating firm-specific resource integration to achieve customer service performance: an investigation in the hotel context
Purpose This study aims to identify factors that can improve customer service performance
by verifying the relationships between these factors, such as customer orientation, firm …
by verifying the relationships between these factors, such as customer orientation, firm …
Accelerating retail supply chain performance against pandemic disruption: adopting resilient strategies to mitigate the long-term effects
Purpose Coronavirus disease 2019 (COVID-19) has disrupted global supply chains,
revealing dreadful gaps and exposing vulnerabilities. Retailers are challenged to tackle …
revealing dreadful gaps and exposing vulnerabilities. Retailers are challenged to tackle …
Going with the flow: smart shop** malls and omnichannel retailing
Purpose The transition from multichannel to omnichannel retailing requires a better
conceptualisation, especially for customer experience in smart shop** malls. Therefore …
conceptualisation, especially for customer experience in smart shop** malls. Therefore …
When the brand is your bread and butter: review, synthesis, and directions for future exploration of salespeople-brand relationships
Brand relationships influence human attitudes, intentions, and behaviors. While past
research has generously explored this idea in the customer context, less research has …
research has generously explored this idea in the customer context, less research has …
[HTML][HTML] Business-to-business salespeople and political skill: Relationship building, deviance, and performance
MC Good, CH Schwepker Jr - Journal of Business Research, 2022 - Elsevier
Previous research has explored the role of political skill as an intra-organizational skill but
not in the context of business-to-business seller's customer relationships and sales …
not in the context of business-to-business seller's customer relationships and sales …