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Enhancing B2B sales through digital transformation: Insights into effective sales enablement
16 references·1 citing·46 second hop
Enhancing B2B sales through digital transformation: Insights into effective sales enablement (2024)Enhancing B2B sales through digital trans…Technology readiness: a meta-analysis of conceptualizations of the construct and its impact on technology usage (2019)Technology readiness: a meta-…Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions (2019)Sales profession and professi…A Theories-in-Use Approach to Building Marketing Theory (2019)A Theories-in-Use Approach to…The Practice of Qualitative Research (2017)The Practice of Qualitative R…Social media: Influencing customer satisfaction in B2B sales (2015)Social media: Influencing cus…Qualitative Research & Evaluation Methods: Integrating Theory and Practice (2014)Qualitative Research & Evalua…Seeking Qualitative Rigor in Inductive Research (2012)Seeking Qualitative Rigor in …Understanding the Elusive Black Box of Dynamic Capabilities (2011)Understanding the Elusive Bla…Marketing and business performance (2011)Marketing and business perfor…A Framework for Conceptual Contributions in Marketing (2011)A Framework for Conceptual Co…Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Drivers of sales performance:…From the Editors: For the Lack of a Boilerplate: Tips on Writing Up (and Reviewing) Qualitative Research (2009)From the Editors: For the Lac…Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Explicating dynamic capabilit…Validity and reliability tests in case study research: a literature review with “hands‐on” applications for each research phase (2003)Validity and reliability test…Dynamic capabilities and strategic management (1997)Dynamic capabilities and stra…Case Study Research: Design and Methods (1991)Case Study Research: Design a…Sales digitization and sales process optimisation for firm performance: Evidence from European firms (2025)Sales digitization and sales …Absorptive Capacity: A New Perspective on Learning and Innovation (1990)The Theory of Economic Development (2003)The Dynamic Capability View in Strategic Management: A Bibliometric Review (2012)Information technology-enabled dynamic capabilities and their indirect effect on competitive performance: Findings from PLS-SEM and fsQCA (2016)Can supply chain risk management practices mitigate the disruption impacts on supply chains’ resilience and robustness? 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References

  • 1991Case Study Research: Design and Methods39,535 cited
  • 1997Dynamic capabilities and strategic management34,723 cited
  • 2007Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance16,758 cited
  • 2012Seeking Qualitative Rigor in Inductive Research13,176 cited
  • 2014Qualitative Research & Evaluation Methods: Integrating Theory and Practice6,828 cited
  • 2009From the Editors: For the Lack of a Boilerplate: Tips on Writing Up (and Reviewing) Qualitative Research1,628 cited
  • 2011A Framework for Conceptual Contributions in Marketing1,538 cited
  • 2011Understanding the Elusive Black Box of Dynamic Capabilities1,326 cited
  • 2017The Practice of Qualitative Research1,108 cited
  • 2003Validity and reliability tests in case study research: a literature review with “hands‐on” applications for each research phase714 cited
  • 2011Marketing and business performance691 cited
  • 2010Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?630 cited
  • 2019Technology readiness: a meta-analysis of conceptualizations of the construct and its impact on technology usage617 cited
  • 2015Social media: Influencing customer satisfaction in B2B sales579 cited

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2019
A Theories-in-Use Approach to Building Marketing Theory
395 cited
  • 2019Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions365 cited
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    • 2025Sales digitization and sales process optimisation for firm performance: Evidence from European firms8 cited