The impact of digital transformation on salespeople: an empirical investigation using the JD-R model-Reference-Cited by-同舟云学术

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The impact of digital transformation on salespeople: an empirical investigation using the JD-R model

Published:2021-04-03 Issue:2 Volume:41 Page:130-149
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Guenzi Paolo¹,Nijssen Edwin J.²

Affiliation:

1. Università Commerciale Luigi Bocconi and SDA Bocconi School of Management, Via Roentgen 1, Milano, 20136, Italy

2. Department of Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, De Zaale, 5600MB Eindhoven, Netherlands

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2021.1918005

Reference95 articles.

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

2. The Role of Technology at the Interface Between Salespeople and Consumers

3. Salesperson brand attachment: a job demands-resources theory perspective

4. Generalizations on consumer innovation adoption: A meta-analysis on drivers of intention and behavior

5. Technostress: Technological Antecedents and Implications

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1. Leveraging social supports to cope with sales complexities and facilitate value-based selling in the cross-functional sales team contexts: JD-R perspective;Industrial Marketing Management;2024-10

2. Exploring the relationship between techno-training and task performance: a chain mediation model;Current Psychology;2024-08-20

3. Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors;Journal of Business & Industrial Marketing;2024-08-16

4. Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system;Industrial Marketing Management;2024-08

5. Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis;Journal of Personal Selling & Sales Management;2024-07-26

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