Key account management (KAM) has played an important role in business, and this study
reviews key account management research using bibliometric techniques. This review …

The implementation of social media technology in a firm's marketing strategy has been
adopted by some forward-thinking sales forces. Sharing content and building a network of …

The nature of professional selling has transformed profoundly over the last few decades
resulting in a fundamental redefinition of the role of the sales force. Despite this evolution …

Co-creation of innovation, as transcending perspective of marketing, is of growing interest in
recent years. Develo** new products through collaboration is recognised as beneficial to …

This article integrates relationship marketing and social network perspectives to develop
and test a model that links objective sales performance with the informational and …

Purpose–Information and communication technology (ICT) is a key enabler for new product‐
and process‐oriented services. The purpose of this paper is to investigate how ICT can …

Drawing on the tenants of the adaptive strategy paradigm and configuration theory in the
management and marketing literature, a model introducing the concept of salesperson …

The impact of how product line breadth affects a salesperson is unclear in the existing
literature. While numerous product lines can provide certain benefits to the salesperson …

Although drivers of the performance of key account management programs have been of
great interest to research and practice, research on drivers of sales performance at the …

Purpose–The purpose of this paper is to explore the implications for the sales function of the
infusion of services by formerly product-based firms. In particular, it aims at identifying the …