Search Results - subject_exact:"Sales personnel"

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

Abdallah, Wael; Aziza, Mulham; Chamas, Hassan Baz - 2026

Purpose - The research aims to investigate the factors influencing the adoption of artificial intelligence (AI) in pharmaceutical industry companies, specifically focusing on its impact on salesforce performance. Design/methodology/approach - We collected research data from pharmaceutical...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015592497

The different effects of mass-media marketing and personal sales budgets across the life cycle of B2B high-tech start-ups

Vomberg, Arnd; Frieß, Maximilian; Alavi, Sascha; Maag, … - 2026

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015597072

Influence tactics and performance : does simpatia help or hurt salespeople?

Valenzuela-Fernández, Leslier; Jaramillo, Jorge Fernando; … - 2026

Influence tactics (ITs) are a crucial tool used by salespeople to persuade prospects and boost sales performance. This study examines the effect of influence tactics (ITs) on salesperson performance and the moderating role of simpatia in this relationship. A meta-analysis of 18 studies (N =...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015672093

Does leadership humility foster salesperson creativity? : the serial mediating role of job satisfaction and knowledge sharing

Fujii, Makoto - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015202509

Salesperson emotional intelligence at work : a resource-based perspective of subjective well-being determinants and organizational outcomes

Mallin, Michael L.; Hancock, Tyler D.; Pullins, Ellen; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331972

Unintended consequences of in-store technology for frontline employees : an empirics-first approach

Nanni, Anastasia; Ordanini, Andrea - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015192986

Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams

Koponen, Jonna; Julkunen, Saara; Laajalahti, Anne; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173268

Different roads lead to Rome : a configurational investigation of solution Salespeople's sales success in business-to-business markets

Bongers, Franziska M.; Keller, Alisa K.; Stoffer, Gloria; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395423

Key determinants of street vendor sales in Dhaka : infrastructure and socioeconomic factors

Yesmin, Nurshad; Olvera, Beatriz Calzada - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015423450

When less pressure leads to more talk : sales tactics and word-of-mouth

Yang, Jingyi; Xu, Yuanyi; Lin, Zhibin - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015464223

Discretionary HR practices and pro-customer rule-breaking : the roles of affective commitment and customer orientation climate

Alqhaiwi, Zaid Oqla; Luu Trong Tuan; Yang, Mingjun; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015474128

The effectiveness of life insurance sales force training : welcome "me and AI"

Janowski, Andrzej - 2025

After 35 years of a free market in Poland, three life insurance companies have gained a dominant position in the market and developed certain procedural equilibrium in the area of training, allowing their status quo to be maintained. Yet, they do not take into account the opinions of agents and...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015410007

The role of AI as an unconventional salesperson in consumer buying decisions, satisfaction and happiness

Cuesta-Valiño, Pedro; Kazakov, Sergey; Durán-Álamo, … - 2025

Grounded in consumer motivation theory, this study examined how trust in AI, along with its credibility and versatility, drives consumers to adopt AI in online retail, ultimately improving consumer satisfaction and happiness. Survey data from 1,471 consumers in Spain were analysed to scrutinise...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015410574

Fully leveraging AI in B2B sales : exploring sales managers' capabilities and organizational knowledge processes

Hautamäki, Pia; Heikinheimo, Minna - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015432141

Global events demand global data : COVID-19 crisis responses and the future of selling and sales management around the globe

Rouziou, Maria; Bolander, Willy; Peesker, Karen; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015433344

Online retail formats and product sales performance : the moderating role of product characteristics

Wang, Hao; Good, Valerie; Lim, Joon Ho - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015436274

Effects of international e-commerce firms' depth versus breadth of control on foreign sales performance and the role of market size and growth as context factors

Müller, Marius; Swoboda, Bernhard - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015458192

Determinants and outcomes of satisfaction in B2B sales relationships

Ferro-Soto, Carlos; Padin, Carmen; Lubbe, Isolde; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015609523

Strengthening the satisfaction-loyalty link : a study of mediating factors in the retail banking industry of South Africa

Roberts-Lombard, Mornay; Pieterse, Vernon Albert; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015611715

Determinants of insurance trust : the relative influence of firm characteristics, salesperson attributes, and consumer trust orientation in Korea and China

Selin, Jin; Jung, Hongjoo - 2025

This study investigates the determinants of trust in insurance companies and its behavioral consequences by integrating individual trust disposition, salesperson-related attributes, and firm-level characteristics. Using survey data collected from 905 respondents in Korea (n=249) and China...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015597306

Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations

Hartmann, Stefan; Homburg, Christian; Ruhnau, … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015519647

Gamification in virtual sales training : evidence from a field experiment

Frieß, Maximilian - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015519691

Trading salespersons for social media tools, a critical examination of social media tools deployment in the sales process of SMEs in Ghana

Nnindini, Sayibu Ibrahim; Zakari, Bukari; Akolaa, … - 2025

Social media and other digital tools are fast-changing business processes from companies' marketing and communication to the selling of their products. Hence, many firms, including SMEs worldwide, adopt social media as a means of linking customers to their products. Notwithstanding the keen...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015607077

The impact of providing non-human identity cues about sales agents on consumer responses : the role of social presence and speciesism activation

De Cicco, Roberta; Elmashhara, Maher Georges; Silva, … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015561271

Expressions of customer rumination in online posts and firm responses

Tran, Hai-Anh; Strizhakova, Yuliya; Bach Nguyen; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015509004

Learning when to quit in sales conversations

Manzoor, Emaad; Ascarza, Eva; Netzer, Oded - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015515834

Women's underrepresentation in business-to-business sales : reasons, contingencies, and solutions

Lanzrath, Aline Isabelle; Homburg, Christian; Ruhnau, … - 2025

Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business (B2B) sales and at higher hierarchical levels. Concurrently, the call for a more gender-diverse sales force is gaining momentum for social and...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015508860

Holistic selling : an emerging paradigm in B2B markets

Krafft, Manfred; Lim, Yeji; Mantrala, Murali K. - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015670060

The influence of job embeddedness on salesperson performance and organizational citizenship behavior : the mediating role of perceived overqualification

Wang, Zejin; Yao, Shanji - 2025

This study aims to elucidate the relationship between of job embeddedness and salesperson performance and organizational citizenship behavior (OCB). Grounded in theories of person-environment fit and conservation of resources theory, we propose that job embeddedness positively influences...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015671374

When does marketing & sales collaboration affect the perceived lead quality? : the moderating effects of IT systems

Hilke, Lukas - 2024

In the realm of corporate dynamics, lead management remains a relatively underexplored subject, despite its increasing significance and annual resource allocation. This study addresses the enigmatic "sales lead black hole" by investigating the influence of enhanced collaboration between...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015064174

Psychological capabilities for salespeople's sustainable work performance in financial services sector

Soo Yeong Ewe; Ho, Helen Hui Ping - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015061055

Differential effect of advertising frequency on sales turnover and ads to sales ratio

Ngwakwe, Collins C. - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014633040

Emotional intelligence at the heart of customer orientation : the front-office bank employee perspective

Elbirou, Hiba - 2024

Purpose This study aims to discern and refine the role of emotional intelligence (EI) in the development of customer orientation among banking employees in Morocco. This analysis seeks to enhance understanding about the significance of this emotional skill within the Moroccan banking sector....

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014636956

Personal selling and sales management abstracts

Mangus, Stephanie M.; McClure, Colleen E. - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015519682

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Personal selling and sales management abstracts

Mangus, Stephanie M. - 2024

Article

Personal selling and sales management abstracts

Mangus, Stephanie M. - 2023

Article

Managerial latitude and adaptive selling : important roles of salesperson perceived control and work centrality

Khalid, Adeel; Singh, Sanjay K.; Usman, Muhammad; … - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014547372

Genes and sales

Gong, Shiyang; Li, Qian; Su, Song; Zhang, Juanjuan - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014552029

Are humorous frontline employees hotels' secret weapons? : investigating when and why employee sense of humor promotes service performance

Liu, Xinyu; Wu, Long-Zeng; Ye, Yijiao; Kwan, Ho Kwong - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015069325

Evaluating the influence of digital strategy on the interplay between quality certification and sales performance using data science and machine learning algorithms

Niankara, Ibrahim - 2024

In the context of international trade with information asymmetries, business certifications can serve as signals of product quality and reliability for customers and stakeholders. Recognizing this, the current study unbraces "signalling theory" to explore the impact of digital transformation...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015072097

The Streamer's sales strategy choice considering sales effort

Zhen, Xueping; Wang, Ping; Li, Xinran - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015085052

Co-creation 5.0 : the frontline employee-robot team and firms' outcomes; the Tin Woodman paradox

Moliner-Tena, Miguel A.; Callarisa-Fiol, Luis J.; … - 2024

Co-creation 5.0 is a new era in which frontline employees (FLE) and service robots work as a team. This study examines the consequences of co-creation 5.0 on service outcomes in a real context and analyses the moderating effect of the FLEs and collaborative service robot (CSR) teams. We employed...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015075380

Corporate reputation, salesperson trustworthiness and customer loyalty in the life insurance industry

Schäfer, Christian; Held, Iris; Böhm, Marlene Emma; … - 2024

This study analyses the effects of corporate reputation and trustworthiness in the salesperson on the customer loyalty of 215 German customers who obtained endowment insurance. We use a cross-sectional study design. Corporate reputation is captured by the rational attitude of competence and the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015077642

Driving customer inspiration to foster loyalty : a study on showroomers

Frasquet Deltoro, Marta; Ieva, Marco - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015078761

Do sales control systems affect service-sales ambidexterity and salesperson performance? : a job demands-resources perspective

Fujii, Makoto - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014462161

The impact of website performance on business sales

Ikášová, Tereza; Klepek, Martin - 2024

In this study, we aimed to investigate the financial implications of website performance on restaurant visitor traffic. It is crucial to address the current challenges faced by the restaurant industry, such as decreasing diner numbers due to rising prices, which can have a negative impact on the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014496629

Sales education in Italian universities : state of the art and future directions

Cardinali, Silvio - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014512427

Proposing a sales performance motivational framework for B2B sellers in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - 2024

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014518829