This study focuses on understanding the purchase decision-making process of B2B buyers
in the context of inside sales. While many studies have explored this topic in a B2C context …

Understanding how the use of IT influences the performance of inside sales is imperative,
yet there is a lack of research in this area. This study empirically validates a conceptual …

As business-to-business (B2B) sales become digital and multichannel, firms develop inside
sales (IS) channels to serve customers and combine such channels with outside sales (OS) …

Purpose For the past several decades, the sales control literature has focused on the
outside sales context. This study aims to extend sales control research by examining formal …

In B2B sales, assessing and selecting leads to pursue have traditionally relied on sales
practitioners' expertise. However, due to inherited limitations and subjectivity, this approach …

The role of sales has evolved over the last decade, mostly driven by technological and
social changes. One major shift is the growth in importance and in size of the inside sales …

La seguente tesi di laurea nasce allo scopo di studiare il tema delle Inside Sales all'interno
dell'attuale contesto economico. Definite come “vendite da remoto” o “vendite a distanza” …