Purpose Conceptual and empirical research over the past 20 years has moved the social
media (SM) literature beyond the embryotic stage to a well-developed academic discipline …

Expecting improvements in productivity and performance, organizations continue to invest
considerably in sales technology tools and platforms such as customer relationship …

While there is a growing body of research on influencer marketing, it focuses almost
exclusively on the consumer marketing context, and offers limited insights for business-to …

Sales research has widely noted the grow (Davis, Bagozzi, & Warshaw, 1992) ing
importance of social media in contemporary B2B selling. Yet, scholars have noted that …

Sales researchers have recognized the importance of salesperson social media use in
enhancing job outcomes. However, research that considers the influence of salesperson …

The sales management literature suggests that control-based management systems drive
sales effectiveness. However, despite prior research on salesforce management systems …

Purpose This study aims to explore challenges and opportunities in the digitalization of the
business-to-business (B2B) customer journey in different buying situations. It also …

Salespeople are increasingly required to navigate an international environment—having
international customers or international peers. However, much remains to be learned about …

Purpose The COVID-19 pandemic has led to major sales strategy and process changes as
many interactions migrated from face-to-face to virtual environments. The nature of the …

Purpose Although research analyzing the consequences of salesperson social media use in
driving sales behaviors and performance outcomes has proliferated in the recent past, there …