Purpose – In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from...

Contents: Preface / Jay Mulki and Fernando Jaramillo -- 1 An exploration of sales activities from a service ecosystems perspective / Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier -- 2 From sales force automation to digital transformation: how social media, social CRM, and artificial...

Sales leadership research has typically taken a leader-focused approach, investigating key questions from a top-down perspective. Yet, considerable research outside sales has advocated a view of leadership which takes into account the fact that employees look beyond a single designated...

Purpose – This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation among the functional departments to satisfy customer needs. Design/methodology/approach – The selling...