Purpose - The purpose of this study is to investigate the influence of digital transformation on the intersection of marketing and sales departments. Design/methodology/approach - This area has received little attention in academic literature while considerable amount of research exists...

Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese...

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

This article analyzes how the selling mechanisms used by a data intermediary impact the optimal information structure sold to competing firms. We analyze how take it or leave it offers, sequential bargaining, and auctions, change the bargaining power between the data intermediary and competing...

Although scholars have established that customer satisfaction affects different dimensions of firm financial performance, a managerially important, but overlooked aspect is its effect on a firm's future cost of selling (COS), i.e., expenditures associated with persuading customers and providing...

Extending the concept of real options, this research considers a salesforce as a strategic asset and subsequently emphasizes creation of salesforce options to reduce uncertainties of return, volume and costs. The underlying logic of real options provides an extension of how practitioners can...

We study the role of firms in the political economy of trade agreements. Using detailed information from lobbying reports filed under the Lobbying Disclosure Act, we find that virtually all firms that lobby on free trade agreements (FTAs) support their ratification. Moreover, relative to...

Many business-to-business (B2B) selling situations involve outside sales (OS) representatives (reps) interfacing with customers and inside sales (IS) rep largely supporting OS reps. Put differently, OS reps are linchpins, while IS reps generally have auxiliary roles. Perhaps for this reason, the...

Due to the heterogeneous nature of real estate assets, housing market is characterized by a sequential search and seller's optimal strategies. This paper provides a side-by-side performance comparison of the two competing stopping rules (i.e., the reservation rule and the number rule) in the...

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

We investigate the strategies of a data intermediary selling consumer information to firms for price discrimination purpose. We analyze how the mechanism through which the data intermediary sells information influences how much consumer information she will collect and sell to firms, and how...

We develop a model of strategic geoblocking, where two competing multi-channel retailers, located in different countries, can decide to block access to their online store from foreign consumers. We characterize the equilibrium when firms decide unilaterally whether to introduce geoblocking...

This study explores the impact of joint corporate asset restructuring decisions where firms sell an asset in order to fund a subsequent acquisition (selling-to-buy). We find that firms with asset sales are associated with increased acquisition probability. The effect is more pronounced for...

In this paper, we consider the seller's selling strategies in a supply chain consisting of one supplier and multiple retailers, who compete in the same consumer market. The production lead time is relatively long compared to the selling season. Therefore, the supplier can choose to sell the...

We exploit a natural experiment in Denmark to investigate when forced sales lead to fire sale discounts. Forced sales result from sudden deaths of house owners in an institutional environment in which beneficiaries are forced to settle the estate, and hence sell the house, within 12 months. We...

We investigate the strategies of a data intermediary selling consumer information to firms for price discrimination purpose. We analyze how the mechanism through which the data intermediary sells information influences how much consumer information she will collect and sell to firms, and how it...

The lenders that fund Chapter 11 reorganizations exert significant influence over the bankruptcy process through the contract associated with the debtor-in-possession (“DIP”) loan. In this Article, we study a large sample of DIP loan contracts and document a trend: over the past three...

This case study is intended to develop an appreciation for the role of trust in buyer seller relationships through a fictional account of a student's summer job. Given the high likelihood that students will have a sales job during their studies, or shortly after their graduation, this case can...

Although the Dharmaśāstras were not written as history texts and although they were not written by historians, they deal with matters pertaining to the ordinary life of people. As such, it is legitimate to ask if we can learn anything about the economic situation of the period when these texts...

We study the role of firms in the political economy of trade agreements. Using detailed information from lobbying reports filed under the Lobbying Disclosure Act, we find that virtually all firms that lobby on free trade agreements (FTAs) support their ratification. Moreover, relative to...

One challenge facing managers is optimizing how they lead their employees. Literature shows that individual employees vary on the type of leadership they need and that managers can get more out of employees by giving each their necessary leadership style. Managers must identify the style of...

Problem definition: We consider a monopolist firm selling products to strategic customers who may purchase more than one unit of the product. A key feature of multi-unit purchases is that customers do not value the additional purchases as highly as the first unit, implying the results of...

Critical challenges that confront B2B companies in their efforts to obtain and retain Large Enterprise Accounts and rapidly increase ROI are remarkably alleviated by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic...

Using marketing to create a new business with radically new ideas -- Identifying an application and market -- Identifying the market: segmentation and positioning to maximise the value of the product application -- Adoption, diffusion, and understanding lead customers -- Important competitive...

"Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling...

"In today's competitive markets, considering the demand and the supply chain sides are crucial to keeping revenue and customer satisfaction maximized. Managing and planning demand play a vital role in the sustainability of a company. This is the first book to discuss managerial, mathematical,...

Part one. Introduction -- The lost art of proactive calling in the sales profession -- An executive summary: how to pick up the phone & sell -- Lead with the phone: make it the tip of your selling spear -- The phone is the single most effective & underused selling tool we have -- Why we avoid...

CONTENTS IN BRIEF. Chapter 1. Selling and salespeople -- Part 1. KNOWLEDGE AND SKILL REQUIREMENTS -- Chapter 2. Ethical and legal issues in selling -- Chapter 3. Buying behavior and the buying process -- Chapter 4. Using communication principles to build relationships -- Chapter 5. Adaptive...