... and its impact on sales outcomes. Design/methodology/approach The sample consisted of sales representatives from a health-care company that used GenAI as part of their sales process. The pretest included in-depth interviews and feedback from leadership to develop a preliminary questionnaire, followed...

... from industry experts, semi-structured interviews were conducted with mid- and senior-level sales and marketing professionals and retailers. Findings The study highlights that channel conflicts are widespread across various markets, and if they escalate beyond a threshold, they can have...

... in laboratory experiments and multiple panel studies, but money (income) itself does not predict dishonesty. Extrinsic reward undermines intrinsic motivation. Very little research has incorporated the grit construct in the sales literature and explored the relationship between grit and the love of money...

...Mehir Baidya; Bipasha Maity Purpose Managers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship between marketing spending and sales. This study aims to examine the nature...

...Marta Giovannetti; Arun Sharma; Deva Rangarajan; Silvio Cardinali; Elena Cedrola Purpose The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms...

... such as productive or active procrastination in a workplace setting is still extremely limited. In fact, limited to no research has focused exclusively on the role of productive procrastination in a sales setting. The purpose of this study is to investigate some potential antecedents that lead to productive...

...Amitabh Anand; Melanie Bowen; Deva Rangarajan To accomplish this, we used systematic review methods and examined published articles between 2008 and 2020 to provide a comprehensive review of the trends in the unethical sales literature. More precisely, the study seeks to 1) identify prominent...

... Emerald Publishing Limited Licensed re-use rights only Cooperative norms Sales Relationship marketing Buying center Satisfaction Commitment Cooperation Customer satisfaction The characteristics of individual boundary-spanning actors and how their interpersonal relationships...

...Chris I. Enyinda; Charles Blankson; Guangming Cao; Ifeoma E. Enyinda Purpose Rising expectations for exceptional customer experiences demand strategic amalgamation of cross-functional, customer-focused teams (marketing/sales/service departments). However, the long history of interface conflicts...

...Deva Rangarajan; Bryan Hochstein; Duane Nagel; Teidorlang Lyngdoh Purpose The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability...

...Petteri Annunen; Erno Mustonen; Janne Harkonen; Harri Haapasalo Purpose This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part of NPD and to propose a necessary process...

...Daniela Corsaro; Isabella Maggioni Purpose This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B) relationships while disrupting the selling logics across a variety of industries...

...Rocío Rodríguez; Nils Høgevold; Carmen Otero-Neira; Göran Svensson Purpose The purpose of this paper is to test the relationship between objective and subjective sales performance and salespeople’s economic and non-economic satisfaction in a sequential logic model. Design/methodology/approach...

...Stefan Wengler; Gabriele Hildmann; Ulrich Vossebein The term “digital transformation” is primarily discussed in the research domain of “Information Systems” (Vial, 2019), but increasingly also in sales (Singh et al., 2019), and encompasses profound organizational (Hess et al...

... or cognitive state of being regarding the product or product class represented by a given product campaign. Product strategy buy-in can be defined as a salesperson’s positive affective or cognitive state of being regarding the product strategy marketing campaign. Internal marketing Sales Buy...

... portion of the sales ecological system. This paper focuses on the mesolevel or intra-organizational system that includes the sales and marketing functions. This paper examines distinct tensions at three levels of the firm’s hierarchy and the mechanisms used to manage the tensions. The authors use...

...-use rights only Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support...

... with sales or marketing managers/directors or key account managers. Key informants were selected to participate who adhered to specific criteria, such as their designations should be sales or marketing managers/directors or key account managers. As a whole, this study makes a valuable contribution...

... and sales managers must be intentional in managing relationships with their salespeople and strategic in the structure they use to manage customer relationships. Recommendations include the use of regular one-on-one meetings to open up a dialogue about work or personal issues the salesperson is experiencing...

... as a consequence increases sales. The authors drawing on regulatory focus theory and self-regulatory for this propose. Design/methodology/approach Salespeople involved in the study represent different firms selling a wide variety of food and household products to a wholesaler, which resells them to supermarket...