Issues

Special Issue: Value-Creating Sales: The Role of Digital Technologies. Guest Editors: Roland Kassemeier, Sascha Alavi, Johannes Habel, Christian Schmitz, Jan Wieseke

Guest editorial: Value-creating sales and digital technologies

Roland Kassemeier; Sascha Alavi; Johannes Habel; Christian Schmitz; Jan Wieseke
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When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity

Victoria Kramer; Manfred Krafft
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The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital

Omar S. Itani; Vishag Badrinarayanan; Deva Rangarajan
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Charting value creation strategies B2B salespeople use throughout the sales process: learning from social media influencers

Zixuan Cheng; Kirk Plangger; Feng Cai; Colin L. Campbell; Leyland Pitt
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The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective

Paolo Guenzi; Edwin J. Nijssen
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Sales manager encouragement behavior in value-centered business models

Clara Hoffmann; Sascha Alavi; Christian Schmitz
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Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value

Christoph Tienken; Moritz Classen; Thomas Friedli
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Digital technology usage as a driver of servitization paths in manufacturing industries

Lisa Katharina Harrmann; Andreas Eggert; Eva Böhm
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Towards better interaction between salespeople and consumers: the role of virtual recommendation agent

Sihem Ben Saad; Fatma Choura
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