Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …

Agency theory has been widely adopted in sales research, yet much is unknown about the
extent of its application to explain and predict sales behaviors in today's dynamic sales …

Sustainable business model innovation cannot reach its full sustainability potential if it
neglects the importance of multi-stakeholder alignment. Several studies emphasize the …

Applications of customer success management are gaining increasing importance globally
across industries. Especially when selling and delivering complex offerings, suppliers need …

Purpose The purpose of this study is to explain how the application of fuzzy-set qualitative
comparative analysis (fsQCA) and experiments can advance theory development in the field …

Extant literature has studied how customer–salesperson price negotiations evolve in
“normal” circumstances. However, recent economic recessions illustrate the need to …

Purpose The purpose of this study is to understand how manufacturers (both discrete and
process) are managing disruptions amid the COVID-19 pandemic outbreak, using UAE as …

Purpose The COVID-19 pandemic has led to major sales strategy and process changes as
many interactions migrated from face-to-face to virtual environments. The nature of the …

Highly regulated industries such as healthcare can reap significant benefits from new digital
technologies. However, due to institutional constraints, adopting such technologies is a slow …

Transformational (TFL) and transactional leadership (TAL) are foundational leadership
styles in sales practice and have been intensively studied by past sales research. However …