How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry-Reference-Cited by-同舟云学术

How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry

Published:2021-04-03 Issue:2 Volume:41 Page:150-166
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Bongers Franziska M.¹,Schumann Jan H.¹,Schmitz Christian²

Affiliation:

1. Chair of Marketing and Innovation, University of Passau, Innstraße 27, Passau, 94032, Germany

2. Sales Management Department, Ruhr-University of Bochum, Universitätsstraße 150, Bochum, 44801, Germany

Funder

German Federal Ministry of Education and Research

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2021.1906260

Reference80 articles.

1. Social media, customer engagement, and sales organizations: A research agenda

2. Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict

3. Why Are Some Salespeople Better at Adapting to Organizational Change?

4. Alavi, Sascha, and Johannes Habel. 2020. “The Human Side of Digital Transformation in Sales.” American Marketing Association, March 13. Accessed January 16, 2021. https://www.ama.org/listings/2020/03/13/the-human-side-of-digital-transformation-in-sales/.

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