Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …

Purpose The purpose of this paper is to examine customers' perceptions of digital banking
(DB), customer experience, satisfaction, loyalty and financial performance (FP) in UK banks …

Digital banking, customer experience and financial performance: UK bank managers’
perceptions | Emerald Insight Books and journals Case studies Expert Briefings Open Access …

Purpose: As part of the recognition of the 25th anniversary of the Journal of Business-to-
Business Marketing (JBBM), this paper presents an overview of the JBBM through a …

El propósito de este trabajo es presentar una investigación exploratoria que busca
contribuir al conocimiento acerca de la manera en que las empresas están usando …

Previous research suggests that salespersons' customer orientation can impact the
effectiveness and outcomes of their selling interactions with customers. The purpose of this …

A comprehensive understanding of individual customer value is crucial to any successful
customer relationship management strategy. It is also the key to building products for long …

The role of the salesperson has been more highlighted in recent research for company
profits and sustainable relationship with customers. This study attempts to classify sales …

Sales compensation plans affect salespeople's prospecting activity and sales opportunity
coverage because they shape behavior in terms of how reps manage their territory and …

The paper examines the various responses of consumers depending on the country of
salesperson (COS) and to look into the effects that consumer–salesperson relationship …