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Research article

First published 2024

B2B Online Sales Pushes: Whether,When,and Why They Enhance Sales Performance

Vamsi K Kanuri, Johannes Habel, Nawar N Chaker [...]

Production and Operations Management

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Research article

First published 2024-7

How Social Media Use in B2B Export Selling Contributes to Sales Performance: The Media Synchronicity Theory Perspective

Jihong Zhou, Peerayuth Charoensukmongkol

International Journal of Business Communication

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Research article

First published 2025-12

A Competency-Based Curriculum Content Design for Complex B2B Sales in Higher Education Institutions

Silvio Cardinali, Marta Giovannetti, Pia Hautamäki [...]

Journal of Marketing Education

Open access

Research article

First published 2026-2

The Different Effects of Mass-Media Marketing and Personal Sales Budgets Across the Life Cycle of B2B High-Tech Start-Ups

Arnd Vomberg, Maximilian Friess, Sascha Alavi [...]

Journal of Marketing Research

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Research article

First published 2021-8

Artificial intelligence (AI) and value co-creation in B2B sales: Activities,actors and resources

Jeannette Paschen, Ulrich Paschen, Erol Pala [...]

Australasian Marketing Journal

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Research article

First published 2020-8

The Impact of Passion on Sales Performance: Is Negotiation a Missing Link?

Mai Dong Tran, Phong Nguyen Nguyen

Australasian Marketing Journal

Open access

Research article

First published 2025-11

Holistic Selling: An Emerging Paradigm in B2B Markets

Tim Kalwey, Manfred Krafft, Yeji Lim [...]

Journal of Marketing

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Research article

First published 2012-12

Study on Salespersons’ Task-related Performance Benefits Perceptions and Satisfaction with Sales Force Automation

Sanjiv Mittal, Rajat Gera, S.R. Singhvi

Asia-Pacific Journal of Management Research and Innovation

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Other

First published 2004-5

The integration of direct marketing and field sales to form a new B2B sales coverage model

John M. Coe

Journal of Interactive Marketing

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Research article

First published 2020-2

The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

Ryan Mullins, Raj Agnihotri, Zachary Hall

Journal of Service Research

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