Digital mediation in business-to-business marketing: A bibliometric analysis
Digital mediation in business-to-business marketing is becoming increasingly important to
firms, due to customer needs and evolving technological environments. The extensive …
firms, due to customer needs and evolving technological environments. The extensive …
A bibliometric analysis of extended key account management literature
Key account management (KAM) has played an important role in business, and this study
reviews key account management research using bibliometric techniques. This review …
reviews key account management research using bibliometric techniques. This review …
Purchasing and supply management (PSM) competencies: Current and future requirements
Abstract Purchasing & Supply Management (PSM) competencies are the individual-level
foundations of organisational PSM performance. In light of recent developments in the …
foundations of organisational PSM performance. In light of recent developments in the …
Business-to-business selling in the post-COVID-19 era: Develo** an adaptive sales force
The COVID-19 pandemic has changed how salespeople interact with customers and with
business-to-business (B2B) organizations. Organizations must confront the shifts in how …
business-to-business (B2B) organizations. Organizations must confront the shifts in how …
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 …
Value (co-) creation in B2B sales ecosystems
S Rusthollkarhu, P Hautamaki… - Journal of Business & …, 2021 - emerald.com
Purpose Digital ecosystemic business environments challenge dyadic approaches to value
creation and particularly to business-to-business (B2B) sales. This paper aims to offer a …
creation and particularly to business-to-business (B2B) sales. This paper aims to offer a …
Sustainability research in business-to-business markets: An agenda for inquiry
A Sharma - Industrial Marketing Management, 2020 - Elsevier
Corporate interest in the topic of sustainability has increased in prominence. Most of the
research on sustainability has a business-to-consumer focus, with limited research …
research on sustainability has a business-to-consumer focus, with limited research …
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 …
A conceptual framework for understanding the antecedents and consequences of social selling: a theoretical perspective and research agenda
Purpose The purpose of this paper is to provide a detail review of the social selling literature
and to offer future research needs. Social selling has gained the attention of sales …
and to offer future research needs. Social selling has gained the attention of sales …
Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration
Within the context of servitization, manufacturing firms increasingly offer outcome-based
contracts (OBCs) which sell the outcome of a manufacturing process instead of the …
contracts (OBCs) which sell the outcome of a manufacturing process instead of the …