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Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Giovannetti, Marta; Sharma, Arun; Cardinali, Silvio; … - In: Industrial marketing management : the international … 107 (2022), pp. 433-449

Persistent link: https://www.econbiz.de/10014230725

Buying centers and emerging developments : the SME perspective

Cardinali, Silvio; Sharma, Piyush; Cedrola, Elena; … - In: The journal of business & industrial marketing 39 (2024) 5, pp. 995-1007

Persistent link: https://www.econbiz.de/10015080920

Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force

Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658

Persistent link: https://www.econbiz.de/10012990356

Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function

Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184

Persistent link: https://www.econbiz.de/10011707114

Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations

Fletcher-Chen, Chavi Chi-Yun; Sharma, Arun; Rangarajan, Deva - In: Industrial marketing management : the international … 107 (2022), pp. 337-352

Persistent link: https://www.econbiz.de/10014230619

Increasing resilience by creating an adaptive salesforce

Sharma, Arun; Rangarajan, Deva; Paesbrugghe, Bert - In: Industrial marketing management : the international … 88 (2020), pp. 238-246

Persistent link: https://www.econbiz.de/10012285360

Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople

Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305

Persistent link: https://www.econbiz.de/10012395131

Sales technology and salespeople’s ambidexterity : an ecosystem approach

Giovannetti, Marta; Cardinali, Silvio; Sharma, Piyush - In: Journal of Business & Industrial Marketing 36 (2020) 4, pp. 615-629

Purpose: This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach. Design/methodology/approach: This paper adopts a...

Persistent link: https://www.econbiz.de/10012412467

Measuring B2B social selling : key activities, antecedents and performance outcomes

Terho, Harri; Giovannetti, Marta; Cardinali, Silvio - In: Industrial marketing management : the international … 101 (2022), pp. 208-222

Persistent link: https://www.econbiz.de/10013197771

Digitalization processes in small professional service firms : drivers, barriers and emerging organisational tensions

Cardinali, Silvio; Pagano, Alessandro; Carloni, Elisa; … - In: Journal of service theory and practice 33 (2023) 2, pp. 237-256

Persistent link: https://www.econbiz.de/10014302300