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The business-to-business inside sales force: roles, configurations and research agenda
16 references·14 citing·50 second hop
The business-to-business inside sales force: roles, configurations and research agenda (2020)The business-to-business inside sales for…Social media: Influencing customer satisfaction in B2B sales (2015)Social media: Influencing cus…A Review of Social Media and Implications for the Sales Process (2012)A Review of Social Media and …The Job Demands‐Resources model: state of the art (2007)The Job Demands‐Resources mod…Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Rethinking Customer Solutions…The job demands-resources model of burnout. (2001)The job demands-resources mod…A meta-analytic review of predictors of job performance for salespeople. (1998)A meta-analytic review of pre…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Reliability Measures for Qualitative Data: Theory and Implications (1994)Reliability Measures for Qual…Customer Satisfaction, Market Share, and Profitability: Findings From Sweden (1994)Customer Satisfaction, Market…An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems (1994)An Empirical Test of the Cons…Grounded theory research: Procedures, canons, and evaluative criteria (1990)Grounded theory research: Pro…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign (1979)Job Demands, Job Decision Lat…Employee reactions to job characteristics. (1971)Employee reactions to job cha…Generation Z in Inside Sales: Exploring Career Construction and Aspirations Through an Interpretive Qualitative Lens (2026)Generation Z in Inside Sales:…Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing (2024)Relational exchanges in the s…How does big data affect organizational financial performance in turbulent markets? The role of customer-linking and selling capabilities (2024)How does big data affect orga…Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem (2023)Integrating technology within…Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change (2022)Understanding salespeople's r…Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel management (2022)Toward a contextualized under…Technology-enabled sales capability: A capabilities-based contingency framework (2022)Technology-enabled sales capa…How the digital transformation from COVID-19 affected the relational approaches in B2B (2022)How the digital transformatio…Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation (2022)Development of long-term B2B …Power negotiation on the tango dancefloor: The adoption of AI in B2B marketing (2021)Power negotiation on the tang…Eight organizational enablers of digital service-sales ambidexterity in industrial firms (2021)Eight organizational enablers…Sales technology and salespeople’s ambidexterity: an ecosystem approach (2020)Sales technology and salespeo…Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days (2020)Running With Your Hair on Fir…Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity (2020)Leading ethically to shape se…The Structure of Scientific Revolutions (1963)The Structure of Scientific Revolutions (1963)Thematic networks: an analytic tool for qualitative research (2001)From the Editors: What Grounded Theory is Not (2006)Theory Building From Cases: Opportunities And Challenges (2007)The Discovery of Grounded Theory (2017)Intrinsic Motivation and Self-Determination in Human Behavior (1985)Stress, social support, and the buffering hypothesis. 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References

  • 2001The job demands-resources model of burnout.13,574 cited
  • 2007The Job Demands‐Resources model: state of the art12,956 cited
  • 1979Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign12,591 cited
  • 1990Grounded theory research: Procedures, canons, and evaluative criteria11,129 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 1994Customer Satisfaction, Market Share, and Profitability: Findings From Sweden4,531 cited
  • 1971Employee reactions to job characteristics.2,442 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1994Reliability Measures for Qualitative Data: Theory and Implications958 cited
  • 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
  • 2015Social media: Influencing customer satisfaction in B2B sales579 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis559 cited
  • 1998A meta-analytic review of predictors of job performance for salespeople.

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509 cited
  • 2012A Review of Social Media and Implications for the Sales Process491 cited
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    • 2024How does big data affect organizational financial performance in turbulent markets? The role of customer-linking and selling capabilities31 cited
    • 2022Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel management22 cited
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