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B2B online sales pushes: Whether, when, and why they enhance sales performance

  • Published:2022-12-26 Issue: Volume: Page:
  • ISSN:1059-1478
  • Container-title:Production and Operations Management
  • language:en
  • Short-container-title:Production & Oper Manag

Author:

Kanuri Vamsi K.1,Habel Johannes2,Chaker Nawar N.3,Rangarajan Deva4,Guenzi Paolo5

Affiliation:

1. Mendoza College of Business University of Notre Dame Notre Dame Indiana USA

2. C.T. Bauer College of Business University of Houston Houston Texas USA

3. E.J. Ourso College of Business Louisiana State University Baton Rouge Louisiana USA

4. IESEG School of Management Paris France

5. Università Commerciale Luigi Bocconi and SDA Bocconi School of Management Milan Italy

Publisher

Wiley

Subject

Management of Technology and Innovation,Industrial and Manufacturing Engineering,Management Science and Operations Research

Reference54 articles.

1. Accenture. (2018).On the Verge: B2B Digital Commerce is at an Inflection Point.

2. Behavioral consequences of customer‐initiated channel migration;Ackermann S.;Journal of Service Research,2014

3. The ambivalent role of monetary sales incentives in service innovation selling

4. Adding bricks to clicks: Predicting the patterns of cross‐channel elasticities over time;Avery J.;Journal of Marketing

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