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The multi-channel impact on the sales forces management.
16 references·10 citing·43 second hop
The multi-channel impact on the sales forces management. (2016)The multi-channel impact on the sales for…Sales Force Management (2021)Sales Force ManagementGrounded Theory for Qualitative Research: A Practical Guide (2013)Grounded Theory for Qualitati…Service Quality in Multichannel Services Employing Virtual Channels (2006)Service Quality in Multichann…Multi-channel strategy in business-to-business markets: Prospects and problems (2006)Multi-channel strategy in bus…Strategic Responses to New Technologies and Their Impact on Firm Performance (2004)Strategic Responses to New Te…Customer retailer loyalty in the context of multiple channel strategies (2004)Customer retailer loyalty in …Implementing a Customer Orientation: Extension of Theory and Application (2003)Implementing a Customer Orien…Strategy and the Internet. (2001)Strategy and the Internet.Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Basics of qualitative researc…Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces (1997)Interactive Home Shopping: Co…Exploring the Implications of the Internet for Consumer Marketing (1997)Exploring the Implications of…A Meaning-Based Model of Advertising Experiences (1992)A Meaning-Based Model of Adve…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Mixing Qualitative and Quantitative Methods: Triangulation in Action (1979)Mixing Qualitative and Quanti…The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)The Discovery of Grounded The…Work and motivation (1964)Work and motivationOmnichannel marketing: a systematic review and research agenda (2024)Omnichannel marketing: a syst…Constraints and barriers on industrial customer performance in an omnichannel ecosystem (2024)Constraints and barriers on i…Structured Literature Review with TISM Leading to an Argumentation Based Conceptual Model (2022)Structured Literature Review …B2B online sales pushes: Whether, when, and why they enhance sales performance (2022)B2B online sales pushes: Whet…Omni-channel retailing in supply chains: a systematic literature review (2021)Omni-channel retailing in sup…From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels (2021)From personal to online selli…The key role played by intermediaries in the retail insurance distribution (2018)The key role played by interm…Stories and metaphors in retail selling (2018)Stories and metaphors in reta…Retail service excellence: antecedents and consequences (2018)Retail service excellence: an…Business at the fingertips of consumers: a scale for measuring resale motivations in online settings (2017)Business at the fingertips of…Researching Lived Experience: Human Science for an Action Sensitive Pedagogy (1990)Narrative Inquiry: Experience and Story in Qualitative Research (1999)Using thematic analysis in psychology (2006)Document Analysis as a Qualitative Research Method (2009)Seeking Qualitative Rigor in Inductive Research (2012)The Theory of Industrial Organization (1988)Stability in Competition (1990)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)Impact of 3-D Advertising on Product Knowledge, Brand Attitude, and Purchase Intention: The Mediating Role of Presence (2002)Searching for Experience on the Web: An Empirical Examination of Consumer Behavior for Search and Experience Goods (2009)Helpfulness of Online Consumer Reviews: Readers' Objectives and Review Cues (2012)Loss and change (1974)The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect (1996)Determining Validity in Qualitative Inquiry (2000)Toward a Definition of Mixed Methods Research (2007)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields (1983)Structural equation modeling in practice: A review and recommended two-step approach. 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References

  • 1968The Discovery of Grounded Theory: Strategies for Qualitative Research.46,361 cited
  • 1998Basics of qualitative research : techniques and procedures for developing grounded theory38,622 cited
  • 1964Work and motivation10,436 cited
  • 1979Mixing Qualitative and Quantitative Methods: Triangulation in Action7,082 cited
  • 2001Strategy and the Internet.3,761 cited
  • 1997Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces2,234 cited
  • 1997Exploring the Implications of the Internet for Consumer Marketing1,380 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 2013Grounded Theory for Qualitative Research: A Practical Guide1,041 cited
  • 2004Customer retailer loyalty in the context of multiple channel strategies610 cited
  • 1992A Meaning-Based Model of Advertising Experiences580 cited
  • 2006Service Quality in Multichannel Services Employing Virtual Channels443 cited
  • 2021Sales Force Management396 cited
  • 2004Strategic Responses to New Technologies and Their Impact on Firm Performance334 cited
  • 2003Implementing a Customer Orientation: Extension of Theory and Application

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286 cited
  • 2006Multi-channel strategy in business-to-business markets: Prospects and problems200 cited
  • Cited by

    • 2022Structured Literature Review with TISM Leading to an Argumentation Based Conceptual Model65 cited
    • 2021Omni-channel retailing in supply chains: a systematic literature review37 cited
    • 2018Retail service excellence: antecedents and consequences37 cited
    • 2021From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels35 cited
    • 2018The key role played by intermediaries in the retail insurance distribution33 cited
    • 2017Business at the fingertips of consumers: a scale for measuring resale motivations in online settings25 cited
    • 2018Stories and metaphors in retail selling21 cited
    • 2022B2B online sales pushes: Whether, when, and why they enhance sales performance16 cited
    • 2024Constraints and barriers on industrial customer performance in an omnichannel ecosystem12 cited
    • 2024Omnichannel marketing: a systematic review and research agenda12 cited