Search Results - subject:"Salesforce performance"

Artificial intelligence adoption for pharmaceutical salesforce performance : a case study in Kuwait

Abdallah, Wael; Aziza, Mulham; Chamas, Hassan Baz - In: Journal of business and socio-economic development 6 (2026) 1, pp. 54-69

pharmaceutical industry companies, specifically focusing on its impact on salesforce performance. Design/methodology/approach - We … development emerged as the essential variables of pharmaceutical salesforce performance, with the strongest relationship to AI … paper is the first to link salesforce performance and AI adoption in pharmaceutical companies. …

Persistent link: https://www.econbiz.de/10015592497

Blogging for promotion : how social media posting shapes sales career trajectories

Conde, Richard; Dinulescu, Catalin; Prybutok, Victor - In: The journal of business & industrial marketing 40 (2025) 8, pp. 1686-1702

Persistent link: https://www.econbiz.de/10015608402

Modeling independent sales representative performance : application of predictive analytics in direct selling for improved outcomes

Glackin, Caroline; Adıvar, Murat - In: Journal of marketing analytics : JMA 11 (2023) 4, pp. 613-628

Persistent link: https://www.econbiz.de/10014537261

Internal and external organisational strategies : repercussion of information management on relationship selling behaviour and salesforce performance

Mahendran, Sathish; Balasudarsun, Natarajan Lakshmi; … - In: International journal of intellectual property … 13 (2023) 1, pp. 1-21

Persistent link: https://www.econbiz.de/10014320956

Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance : does the role of frontline employees matters ?

Lessay, Léopold - In: Journal of retailing and consumer services 74 (2023), pp. 1-17

Persistent link: https://www.econbiz.de/10014364546

Using the power of machine learning in sales research : process and potential

Glackin, Caroline E. W.; Adıvar, Murat - In: Journal of personal selling & sales management : JPSSM 43 (2023) 3, pp. 178-194

Persistent link: https://www.econbiz.de/10014365148

Salesforce control systems : a review of studies

Fatima, Zoha - In: International journal of business excellence : IJBEX 23 (2021) 2, pp. 188-225

Persistent link: https://www.econbiz.de/10012506654

Thirty years of research on salesforce control systems and sales territory designs : an update on progress and research gaps

Fatima, Zoha - In: The marketing review 19 (2019) 1/2, pp. 3-16

Persistent link: https://www.econbiz.de/10012155672

Dual control of salesforce in partially integrated channels

Kim, Stephen K.; Tiwana, Amrit - In: Journal of retailing 93 (2017) 3, pp. 304-316

Persistent link: https://www.econbiz.de/10011744839

Chicken or egg? : sequential complementarity among salesforce control mechanisms

Kim, Stephen K.; Tiwana, Amrit - In: Journal of the Academy of Marketing Science 44 (2016) 3, pp. 316-333

Persistent link: https://www.econbiz.de/10011489058