SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Transforming Selling: Why It Is Time to Think Differently About Sales Research
4 references·16 citing·49 second hop
Transforming Selling: Why It Is Time to Think Differently About Sales Research (2012)Transforming Selling: Why It Is Time to T…Principles of Scientific Management, The (2015)Principles of Scientific Mana…The Design of Business: Why Design Thinking is the Next Competitive Advantage (2009)The Design of Business: Why D…The Role Played by the Broadening of Marketing Movement in the History of Marketing Thought (2005)The Role Played by the Broade…Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (1999)Rethinking the Sales Force: R…The triggers and consequences of digital sales: a systematic literature review (2022)The triggers and consequences…Value (co-)creation in B2B sales ecosystems (2020)Value (co-)creation in B2B sa…The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs (2020)The integrated use of social …The importance of customer’s perception of salesperson’s empathy in selling (2018)The importance of customer’s …The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017)The role of a solutions sales…Rapport building in authentic B2B sales interaction (2017)Rapport building in authentic…Buyer versus salesperson expectations for an initial B2B sales meeting (2017)Buyer versus salesperson expe…The dual mechanism of sales capabilities in influencing organizational performance (2016)The dual mechanism of sales c…Omni-channel research framework in the context of personal selling and sales management (2016)Omni-channel research framewo…A conceptual model of the drivers and outcomes of mobile CRM application adoption (2016)A conceptual model of the dri…The Sales Profession as a Subculture: Implications for Ethical Decision Making (2015)The Sales Profession as a Sub…Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention (2015)Psychological contract breach…The strategic role of the sales force: perceptions of senior sales executives (2014)The strategic role of the sal…Salespeople as knowledge brokers: a review and critique of the challenger sales model (2014)Salespeople as knowledge brok…Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values (2014)Manager–salesperson congruenc…Storytelling during retail sales encounters (2013)Storytelling during retail sa…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The theory of planned behavior (1991)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Effects of psychological contract breach on attitudes and performance: The moderating role of competitive climate (2016)How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors (2016)Perceived person-organization fit and turnover intention in medical centers (2018)Understanding Attitudes and Predicting Social Behavior (1980)Evolving to a New Dominant Logic for Marketing (2003)Service-dominant logic: continuing the evolution (2007)Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018)The future of buyer–seller interactions: a conceptual framework and research agenda (2021)Broadening the Concept of Marketing (1969)A Generic Concept of Marketing (1972)Corporate Social Responsibility: Doing the Most Good for Your Company and Your Cause (2004)Variables Affecting E-Learning Services Quality in Indonesian Higher Education: Students’ Perspectives (2020)Effects of corporate social responsibility on SMEs’ performance in emerging market (2021)Resource Based View (RBV) in Improving Company Strategic Capacity (2022)The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. (1999)Market Orientation: A Meta-Analytic Review and Assessment of its Antecedents and Impact on Performance (2005)From Multi-Channel Retailing to Omni-Channel Retailing (2015)Social media and consumer engagement: a review and research agenda (2016)Omnichannel fashion retailing: examining the customer decision-making journey (2020)Pandemics and marketing: insights, impacts, and research opportunities (2021)The Commitment-Trust Theory of Relationship Marketing (1994)Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Seeking Qualitative Rigor in Inductive Research (2012)Emotional Calibration and Salesperson Performance (2021)Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance (2021)Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions (2022)Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Purchasing and supply chain management (2012)Service Research Priorities in a Rapidly Changing Context (2015)Dynamic Governance Matching in Solution Development (2019)Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (2020)An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic (2021)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Case Study Research: Design and Methods (1984)Case Study Research: Design and Methods (1991)The Impact of Social Media and Digital Platforms Experience on SME International Orientation: The Moderating Role of COVID-19 Pandemic (2022)Strategic use of social media in marketing and financial performance: The B2B SME context (2023)The Work Design Questionnaire (WDQ): Developing and validating a comprehensive measure for assessing job design and the nature of work. (2006)Identification in Organizations: An Examination of Four Fundamental Questions (2008)TOWARD A THEORY OF PARADOX: A DYNAMIC EQUILIBRIUM MODEL OF ORGANIZING. (2011)The evolution of the seven steps of selling (2004)Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation (2012)How does the Perceived Ethicality of Corporate Services Brands Influence Loyalty and Positive Word-of-Mouth? Analyzing the Roles of Empathy, Affective Commitment, and Perceived Quality (2015)Organizing Thoughts and Connecting Brains: Material Practices and the Transition from Individual to Group-Level Prospective Sensemaking (2012)Perspectives on Innovation Processes (2013)Generating Theory by Abduction (2021)
this work references cited by second hop

References

  • 2015Principles of Scientific Management, The5,038 cited
  • 2009The Design of Business: Why Design Thinking is the Next Competitive Advantage1,252 cited
  • 1999Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value185 cited
  • 2005The Role Played by the Broadening of Marketing Movement in the History of Marketing Thought162 cited

Cited by

  • 2020The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs223 cited
  • 2017The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness135 cited
  • 2016Omni-channel research framework in the context of personal selling and sales management119 cited
  • 2015Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention113 cited
  • 2014Salespeople as knowledge brokers: a review and critique of the challenger sales model109 cited
  • 2017Rapport building in authentic B2B sales interaction109 cited
  • 2020Value (co-)creation in B2B sales ecosystems64 cited
  • 2013Storytelling during retail sales encounters62 cited
  • 2014The strategic role of the sales force: perceptions of senior sales executives58 cited
  • 2022The triggers and consequences of digital sales: a systematic literature review

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

53 cited
  • 2014Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values50 cited
  • 2018The importance of customer’s perception of salesperson’s empathy in selling48 cited
  • 2016A conceptual model of the drivers and outcomes of mobile CRM application adoption47 cited
  • 2015The Sales Profession as a Subculture: Implications for Ethical Decision Making47 cited
  • 2016The dual mechanism of sales capabilities in influencing organizational performance45 cited
  • 2017Buyer versus salesperson expectations for an initial B2B sales meeting43 cited