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Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis
16 references·5 citing·51 second hopsampled
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References

  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2003Towards a Methodology for Developing Evidence‐Informed Management Knowledge by Means of Systematic Review15,354 cited
  • 2019Literature review as a research methodology: An overview and guidelines11,435 cited
  • 2020The art of writing literature review: What do we know and what do we need to know?2,593 cited
  • 2022Literature reviews as independent studies: guidelines for academic practice1,046 cited
  • 2013Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM882 cited
  • 2015Social media: Influencing customer satisfaction in B2B sales579 cited
  • 2002The Hidden Minefields in the Adoption of Sales Force Automation Technologies485 cited
  • 2019A Theories-in-Use Approach to Building Marketing Theory395 cited
  • 2019Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions365 cited
  • 2005The adoption of information technology in the sales force362 cited
  • 2020Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions335 cited
  • 2015Socially responsible sourcing: reviewing the literature and its use of theory293 cited
  • 2015The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media

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283 cited
  • 2008High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms263 cited
  • 2017Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler255 cited
  • Cited by

    • 2024Enhancing B2B sales through digital transformation: Insights into effective sales enablement27 cited
    • 2025Navigating the AI wave for sales management: The mediating role of marketing agility18 cited
    • 2024Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams18 cited
    • 2025Key account managers and customer experience: A service ecosystem approach17 cited
    • 2025The impact of generative AI technology on B2B sales process and performance: an empirical study13 cited