...-creation within the B2B sales funnel as a means to enhance interaction between buyers and sellers. It proposes a framework that enables co-creation in the B2B sales process by fostering iterative collaboration between buyers and suppliers in the context of AI technology. This research explores how buyers...

... Publishing Limited 2025 Emerald Publishing Limited Licensed re-use rights only Adaptive selling Time perspective B2B sales Information communication Ingratiation In our dynamic and competitive world, salespeople in business-to-business (B2B) contexts constantly face the challenge...

... Salesperson behavior Salesperson performance B2B sales Brazilian National Council for Scientific and Technological Development (CNPq/Brazil) 304951/2024–2 Foundation for Research Support of Espírito Santo (FAPES/Brazil) 2022-687ZR (644/2022) 2022-31G9Q (1010/2022) 2024-6GHS8 (335/2024...

...Bilal Ahmad; Jingbo Yuan; Naeem Akhtar; Muhammad Ashfaq Purpose Drawing on justice theory, this study aims to investigate the determinants and consequences of post-recovery satisfaction in a business-to-business (B2B) sales environment. In addition, customer demandingness is used as a moderator...

... B2B sales Relationship marketing Relationship quality Salesperson performance Social media use Social proximity Buyers are changing their preferences from face-to-face to virtual relationships, leading to a future full of opportunities for salespeople using social media (Chaker et al...

...-sales ambidexterity Digital services Digital servitization Industrial services Smart services B2B sales Service sales Servitization Multilevel research The sales rep needs to achieve a certain sales quota. It’s easier for him to achieve it if he sells maintenance and repair at a large...

...) sales. This paper aims to offer a novel conceptualization of the connection between value creation and B2B sales, which indicates practical implications and builds an agenda for future research. This conceptual paper integrates theoretical insights on service-dominant logic, service ecosystems...

... salespeople can align their actions with customers more effectively. Buyer-seller relationship Value added B2B sales Buyer satisfaction Expectancy disconfirmation theory Sales interaction The landscape of selling is changing, perhaps because of an increased focus on services as well...