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Research article

First published 2021-8

Investigating the Role of Product Assortment in Technology-Enabled Sales Platforms

Jacquelyn S. Thomas, Sandy D. Jap, William R. Dillon [...]

Journal of Interactive Marketing

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Research article

First published 2001-01

Sales Compensation: A New Technology-Enabled Strategy

David J. Cocks, Dennis Gould

Compensation & Benefits Review

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Research article

First published 2005-01

Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation

Devon S. Johnson, Sundar Bharadwaj

Journal of the Academy of Marketing Science

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Research article

First published 2014-09

Enabling Opportunism: Revenue Sharing when Sales Revenues are Unobservable

H. Sebastian Heese, Eda Kemahlioglu‐Ziya

Production and Operations Management

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Research article

First published 2024-3

Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers

Mohsen Pourmasoudi, Phillip Wiseman, Michael Ahearne [...]

Journal of International Marketing

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Research article

First published 2026

Sales Content Platforms and Opportunity Conversion

Nathaniel N Hartmann, Heiko Wieland, Nawar N Chaker [...]

Production and Operations Management

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Research article

First published 2020-2

When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity

Douglas E. Hughes, Jessica L. Ogilvie

Journal of Service Research

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Research article

First published 2011-4

Mobile Sales Force Automation

Afshan Kirmani

Ergonomics in Design: The Quarterly of Human Factors Applications

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Research article

First published 2011-6

The Value of Social Dynamics in Online Product Ratings Forums

Wendy W. Moe, Michael Trusov

Journal of Marketing Research

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Research article

First published 2008-7

When Intelligence is (Dys)Functional for Achieving Sales Performance

Willem J. Verbeke, Frank D. Belschak, Arnold B. Bakker [...]

Journal of Marketing

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