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Salesperson lifecycle management: Challenges and research priorities
16 references·0 citing·49 second hop
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(1943)Identity : Youth and Crisis. 1968 (1968)Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople (1989)A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment (1990)Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects (1993)A THEORY OF HUMAN MOTIVATION (2017)Information Technology and Sustained Competitive Advantage: A Resource-Based Analysis (1995)A Temporally Based Framework and Taxonomy of Team Processes (2001)Team Effectiveness 1997-2007: A Review of Recent Advancements and a Glimpse Into the Future (2008)The digital marketing capabilities gap (2020)Artificial intelligence focus and firm performance (2022)The value relevance of digital marketing capabilities to firm performance (2022)Discipline and Punish: The Birth of the Prison (1978)The myopia of learning (1993)Business Dynamics: Systems Thinking and Modeling for a Complex World (2000)Artificial intelligence capability: Conceptualization, measurement calibration, and empirical study on its impact on organizational creativity and firm performance (2021)Unlocking the value of artificial intelligence in human resource management through AI capability framework (2022)When and How Artificial Intelligence Augments Employee Creativity (2023)PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. 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References

  • 2020Artificial Intelligence and Management: The Automation-Augmentation Paradox3,508 cited
  • 1977Toward a theory of organizational socialization2,795 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 2009Brand-Specific Leadership: Turning Employees into Brand Champions537 cited
  • 2019Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions365 cited
  • 2002Managing Business-to-Business Customer Relationships following Key Contact Employee Turnover in a Vendor Firm304 cited
  • 2008Configurations of Marketing and Sales: A Taxonomy257 cited
  • 2014The loss of the marketing department’s influence: is it really happening? And why worry?252 cited
  • 1984Industrial Salesperson Development: A Career Stages Perspective245 cited
  • 2014Talented people and strong brands: The contribution of human capital and brand equity to firm value232 cited
  • 1986The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance214 cited
  • 2015Third Party Employment Branding: Human Capital Inflows and Outflows Following “Best Places to Work” Certifications196 cited
  • 2010The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective180 cited
  • 2020

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Mastering the Digital Transformation of Sales
174 cited
  • 1988The Influence of Career Stages on Components of Salesperson Motivation154 cited
  • 2020Social media and customer relationship management technologies: Influencing buyer-seller information exchanges125 cited
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