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Performance in B2B Sales: An Explanation of How Channel Management and Communication Influence a Firm’s Performance
16 references·0 citing·53 second hop
Performance in B2B Sales: An Explanation of How Channel Management and Communication Influence a Firm’s Performance (2021)Performance in B2B Sales: An Explanation …The dark side of technology: examining the impact of technology overload on salespeople (2018)The dark side of technology: …Business logistics models in omni-channel: a classification framework and empirical analysis (2018)Business logistics models in …Channel design to enrich customers’ shopping experiences: synchronizing clicks with bricks in an omni-channel perspective - the Direct Optic case (2016)Channel design to enrich cust…Managing Customer and Organizational Complexity in Sales Organizations (2014)Managing Customer and Organiz…Transforming Selling: Why It Is Time to Think Differently About Sales Research (2012)Transforming Selling: Why It …Improving customer-focused marketing capabilities and firm financial performance via marketing exploration and exploitation (2010)Improving customer-focused ma…Does Exclusivity Always Pay Off? Exclusive Price Promotions and Consumer Response (2010)Does Exclusivity Always Pay O…The Relative Impact of Marketing, Research-and-Development, and Operations Capabilities on Firm Performance (2008)The Relative Impact of Market…Continuous Supplier Performance Improvement: Effects of Collaborative Communication and Control (2008)Continuous Supplier Performan…The Changing Environment of Selling and Sales Management (2005)The Changing Environment of S…From Thought to Action: Effects of Process-Versus Outcome-Based Mental Simulations on Performance (1999)From Thought to Action: Effec…Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance (1998)Relational Communication Trai…Performance measurement system design (1995)Performance measurement syste…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…A Factor Analytic Study of the Personal Selling Process (1981)A Factor Analytic Study of th…Self-efficacy: Toward a unifying theory of behavioral change. 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References

  • 1977Self-efficacy: Toward a unifying theory of behavioral change.35,363 cited
  • 1995Performance measurement system design3,257 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 2008The Relative Impact of Marketing, Research-and-Development, and Operations Capabilities on Firm Performance822 cited
  • 1999From Thought to Action: Effects of Process-Versus Outcome-Based Mental Simulations on Performance648 cited
  • 2010Improving customer-focused marketing capabilities and firm financial performance via marketing exploration and exploitation389 cited
  • 2005The Changing Environment of Selling and Sales Management327 cited
  • 2016Channel design to enrich customers’ shopping experiences: synchronizing clicks with bricks in an omni-channel perspective - the Direct Optic case252 cited
  • 1998Relational Communication Traitsand Their Effect on Adaptiveness and Sales Performance239 cited
  • 2008Continuous Supplier Performance Improvement: Effects of Collaborative Communication and Control218 cited
  • 2010Does Exclusivity Always Pay Off? Exclusive Price Promotions and Consumer Response190 cited
  • 2014Managing Customer and Organizational Complexity in Sales Organizations176 cited
  • 2012Transforming Selling: Why It Is Time to Think Differently About Sales Research142 cited
  • 2018

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Business logistics models in omni-channel: a classification framework and empirical analysis
130 cited
  • 2018The dark side of technology: examining the impact of technology overload on salespeople109 cited
  • 1981A Factor Analytic Study of the Personal Selling Process108 cited
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