Purpose This study aims to explore the changing nature of the inside sales role and the
individual capabilities required for success. Additionally, it examines the influence of …

Self-efficacy has been a focal construct in personal selling research for more than four
decades. This article reviews and examines how self-efficacy has been conceptualized …

There is recognition that social media can benefit personal selling and sales management,
especially in the B2B context. This research draws on interactional psychology theory to …

Purpose The purpose of this paper is to explore the impact of social media (SM) adoption in
upgrading and innovating selling processes by small-and medium-sized enterprises (SMEs) …

The purpose of this study is to shed light on the extent to which salespeople use technology
throughout complex B2B sales processes. The research on technology in society considers …

This study aims to meet the theoretical needs in answering the problem of the role of the
marketing function on the dynamic capability that involves the role of multi actors through …

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

This study examines the underlying mechanism explaining the contribution of cultural
intelligence (CQ) to adaptive selling behaviors in cross-cultural selling contexts. The study …

To provide much-needed guidance for digital transformations in sales organizations, we
draw from change readiness theory to propose a digital selling effectiveness framework …

Almost any firm faces a change during its life that requires a redefinition of the business
model to be more innovative, namely business model innovation (BMI) that designs an …