Journal of Personal Selling and Sales Management
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Papers 969
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#1Mohammed Atif Aman (AMU: Aligarh Muslim University)
#2Mohammad Azam (AMU: Aligarh Muslim University)H-Index: 30
Last. Asif Akhtar (AMU: Aligarh Muslim University)H-Index: 6
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Since its inception in the field of organizational learning, ambidexterity has now evolved as a ubiquitous phenomenon, permeating all functional units of an organization. Over the last several year...
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#1Moumita Das Gyomlai (OU: Ohio University)
#2Michael Ahearne (UH: University of Houston)H-Index: 52
Last. Jean-Noël Kapferer (Inseec Business School)H-Index: 46
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#1Hideaki Kitanaka (Takushoku University)H-Index: 1
#2Piotr Kwiatek (American University of the Middle East)H-Index: 4
Last. Nikolaos G. Panagopoulos (OU: Ohio University)H-Index: 21
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The digital transformation of organizations is a pervasive force which fundamentally changes companies and, in fact, society as a whole. For many companies, the sales force is at the center of this...
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#1William L. Cron (UC Davis: University of California, Davis)H-Index: 26
#2Artur Baldauf (University of Bern)H-Index: 14
The Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article provides an excellent macro model of how sales digitization is related to organizational success. Additionally, the authors provide r...
1 CitationsSource
#1Mark P. Leach (UW: University of Wyoming)
#2Annie H. Liu (CSU: Colorado State University)H-Index: 13
Last. Sijun Wang (LMU: Loyola Marymount University)H-Index: 17
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The author of the present commentary evaluates the implications of the Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article and their view on the challenges associated with digitizing an org...
1 CitationsSource
#1Malla MattilaH-Index: 6
#2Mika YrjöläH-Index: 8
Last. Pia Hautamäki (Tampere University of Applied Sciences)H-Index: 1
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This study aims to offer novel means for rethinking contemporary business-to-business (B2B) sales operations and the assumptions that underlie them in the digital era. This rethinking relates espec...
1 CitationsSource
#1Paolo Guenzi (Bocconi University)H-Index: 18
#2Edwin J. Nijssen (TU/e: Eindhoven University of Technology)H-Index: 27
Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has accelerated during the COVID-19 pandemic However, research on DT as a profound organizational change process, as well as salespeople's individual psychological reactions to such initiatives, is still limited Although DT offers salespeople more and better resources for work-related goal attainment, it increases job demands and typically generates high uncertainty, which companies must then manage ...
2 CitationsSource
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