Search Results - subject_exact:"Vertriebsmitarbeiter"

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://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://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://ebvufind01.dmz1.zbw.eu/10015672093

Dual pathways to commitment : communication, salesperson behaviour, and the re-specification of the commitment-trust model in mature technical B2B markets

Pires, Paulo Botelho; Ribeiro, Ângela; Duarte Santos, José - 2026

Mature technical business-to-business (B2B) markets challenge the canonical commitment-trust hierarchy because product parity, informational asymmetry, long-cycle repeat purchasing and enduring dyadic relations may decouple the antecedents of trust from those of commitment. This study...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016070457

Digital transformation of B2B sales processes : exploring technology adoption and sales performance through a qualitative study

Belaid, Slim; Ben Moallem, Marwa - 2026

Digital transformation is reshaping business-to-business (B2B) sales processes through the growing use of customer relationship management systems, analytics dashboards, automation tools, digital communication channels, and predictive technologies. However, the performance effects of these tools...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016073661

Exploring the influence of salesperson lone wolf tendencies on customer value co-creation : a social exchange perspective

Itani, Omar S.; White, Juliana; Lussier, Bruno - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015609838

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

Fujii, Makoto - 2025

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015202509

Misaligned or made to fit? : how sales experience shapes the impact of communication incongruence on sales performance

Silva, Juliano Domingues da; Souza, José Walter Sampaio; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015609871

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://ebvufind01.dmz1.zbw.eu/10015331972

Short-term versus long-term time perspectives among B2B salespeople : switching or adapting influence tactics to enhance performance

Schmitt, Laurianne; Franck, Romain - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610112

Uncovering sales agents' recruitment, hiring and training practices as necessary conditions to sales agents' exceeding quota and turnover intentions

Conde, Richard - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610175

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

Nanni, Anastasia; Ordanini, Andrea - 2025

Persistent link: https://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://ebvufind01.dmz1.zbw.eu/10015173268

Adoption of a value orientation : implications for B2B salespeople behaviors and performance

Mainardes, Emerson Wagner; Pereira, José Ricardo; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015610176

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://ebvufind01.dmz1.zbw.eu/10015395423

Antecedents and consequences of social media use in sales : a meta-analysis

Ladeira, Wagner Junior; Santini, Fernando de Oliveira; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015595642

The countervailing effects of job crafting on salesperson ethical behaviors : the role of meaningful work and organizational interventions

Gupta, Aditya; Badrinarayanan, Vishag; Alkire, Linda; … - 2026

Job crafting has been identified as an important mechanism through which employees can proactively reshape job demands and resources to enhance personal and work goals. This study examines how promotion-focused and prevention-focused job crafting influence meaningful work and ethical behaviors...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015586916

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

Yesmin, Nurshad; Olvera, Beatriz Calzada - 2025

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015423450

Enhancing customer-salesperson relationships : the role of salesperson behavioral traits and relational cohesion in the banking sector

Nath, Yuvaraj; Kumar, Praveen; Pradeep, M. P. - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015590805

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

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

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015464223

Cross-selling challenges and opportunities : navigating managerial expectations, emotional exhaustion, and sales performance

Yeniaras, Volkan; Kaya, Ilker; Maden Eyiusta, Ceyda - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015591577

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://ebvufind01.dmz1.zbw.eu/10015474128

Resource management for organizational learning : salesperson learning and serendipitous individual professions

Hadi, Achmad Setyo - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015622907

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://ebvufind01.dmz1.zbw.eu/10015410007

Empowering creativity of fashion retail employees in retail automation : the impact of coaching leadership and the perceived ease of use

Sun, Xun; Hwang, Joohye; Youn, Song-yi - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015653414

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://ebvufind01.dmz1.zbw.eu/10015410574

Why salespeople fear pitching radical innovation : salespeople can feel out of their depth when selling breakthrough products : managers can help by creating a more collaborative sales culture

Schmitz, Bianca; Plötner, Olaf; Habel, Johannes - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015632191

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

Hautamäki, Pia; Heikinheimo, Minna - 2025

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015432141

A META-RELQUAL framework for B2B sales partnerships : empirical findings from Spain

Ferro-Soto, Carlos; Padín Fabeiro, Carmen; Lubbe, Isolde; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015632767

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://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://ebvufind01.dmz1.zbw.eu/10015436274

A Bi-criterion Steiner Traveling Salesperson Problem with Time Windows for last-mile electric vehicle logistics

Agarwal, Prateek; Bagchi, Debojjal; Rambha, Tarun; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015534551

How building rapport with sales personnel can lower consumers' shopping costs : the power of consumers' sustainable relationship building with sales personnel and its impact on switching cost

Kim, Sookhyun - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015666554

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://ebvufind01.dmz1.zbw.eu/10015458192

A complete guide to Agentforce : plan, design, build and run AI agents with Salesforce

Kovala, Timo - 2026

In the rapidly evolving landscape of artificial intelligence, Salesforce has unleashed a platform that promises to redefine how businesses operate. This book is your guide to mastering Salesforce’s flagship AI product. Agentforce offers autonomous AI agents to streamline workflows, reduce...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015638869

Determinants and outcomes of satisfaction in B2B sales relationships

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

Persistent link: https://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://ebvufind01.dmz1.zbw.eu/10015611715

Exploring essential sales skills for entrepreneurial success

Pitzel, Joseph; Bélanger, Charles H.; Razmak, Jamil; … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015675819

Agile mindset for sales driven people in personal selling

Binckebanck, Lars; Eilers, Karen - 2026

This article analyses how digital transformation and artificial intelligence are reshaping personal selling in B-to-B markets and why these developments encounter specific acceptance and adaptation barriers among Sales Driven People. It introduces the concept of an Agile Mindset with four...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016060655

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://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://ebvufind01.dmz1.zbw.eu/10015519647

Mastering salesforce quality : a strategic blueprint for testing, resilience, and AI-ready assurance

Gattupalli, Niranjan; Amerineni, RaviTeja - 2026

Chapter 1: The Quality Imperative: Why Rigorous Testing of Salesforce is Not Optimal -- Chapter 2: Foundation First -- Chapter 3: Automation Advantage -- Chapter 4: Excellence Framework: Best Practices, Tools, and Strategic Selection -- Chapter 5: Data Mastery: Conquering the Test Data...

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016081857

Gamification in virtual sales training : evidence from a field experiment

Frieß, Maximilian - 2025

Persistent link: https://ebvufind01.dmz1.zbw.eu/10015519691

Empowering the sales force : how AI is revolutionizing modern sales management

Pratas, Joaquim Monteiro; Lima, Ana Pinto; Silva, Pedro … - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016084706

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://ebvufind01.dmz1.zbw.eu/10015607077

The data-driven B2B sales organization : identifying sales potentials through targeted customer analysis

Wimmer, Florian; Gerster, Björn - 2026

Persistent link: https://ebvufind01.dmz1.zbw.eu/10016074479

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://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://ebvufind01.dmz1.zbw.eu/10015509004

Learning when to quit in sales conversations

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

Persistent link: https://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://ebvufind01.dmz1.zbw.eu/10015508860