Sales force control in the area of value-based selling and Industry 4.0: smart self-control based on salesperson business model-Reference-Cited by-同舟云学术

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Sales force control in the area of value-based selling and Industry 4.0: smart self-control based on salesperson business model

Published:2023-09-16 Issue: Volume: Page:
ISSN:2050-3318
Container-title:Journal of Marketing Analytics
language:en
Short-container-title:J Market Anal

Author:

Echchakoui Saïd,Ladhari Riadh

Publisher

Springer Science and Business Media LLC

Subject

Marketing,Statistics, Probability and Uncertainty,Strategy and Management,Economics, Econometrics and Finance (miscellaneous)

Link

https://link.springer.com/content/pdf/10.1057/s41270-023-00251-5.pdf

Reference113 articles.

1. Ahearne, M., A. Rapp, D.E. Hughes, and R.J. Jindal. 2010. Managing sales force product perceptions and control systems in the success of new product introductions. Journal of Marketing Research 47 (4): 764–776.

2. Alamäki, A., and P. Korpela. 2021. Digital transformation and valuebased selling activities: Seller and buyer perspectives. Baltic Journal of Management 16 (2): 298–317.

3. Amit, R., and C. Zott. 2001. Value creation in e-business. Strategic Management Journal 22: 493–520.

4. Anderson, E., and R.L. Oliver. 1987. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing 51 (4): 76–88.

5. Atzori, L., A. Iera, and G. Morabito. 2010. The internet of things: A survey. Computer Networks 54 (15): 2787–2805.

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1. Personal selling and sales management abstracts;Journal of Personal Selling & Sales Management;2024-04-02

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