Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
Customer satisfaction and international business: A multidisciplinary review and avenues for research
We systematically review the literature on customer satisfaction, partitioning the literature
into three generations of thought and focus, with the most recent, third generation, heavily …
into three generations of thought and focus, with the most recent, third generation, heavily …
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …
executives continue to puzzle over how to properly motivate their sales personnel to perform …
Are AI chatbots a cure-all? The relative effectiveness of chatbot ambidexterity in crafting hedonic and cognitive smart experiences
H Fan, W Gao, B Han - Journal of Business Research, 2023 - Elsevier
Whether AI chatbots improve smart experiences and generate revenue is an under-
researched topic. This study fills this research gap by investigating and comparing the …
researched topic. This study fills this research gap by investigating and comparing the …
More than money: establishing the importance of a sense of purpose for salespeople
Much of the current research on salesperson motivation focuses on extrinsic reward
expectancy related to compensation, contests, incentives, and quotas. We find that while …
expectancy related to compensation, contests, incentives, and quotas. We find that while …
Dynamic and global drivers of salesperson effectiveness
Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …
for executing effective selling strategies. Yet radical changes in the sales context in the past …
Engaging a product-focused sales force in solution selling: interplay of individual-and organizational-level conditions
This study explains how manufacturers tackle the critical managerial challenge of
transforming a product-focused sales force to undertake solution selling. Through an …
transforming a product-focused sales force to undertake solution selling. Through an …
Antecedents and performance outcomes of value-based selling in sales teams: A multilevel, systems theory of motivation perspective
Firms are increasingly deploying a value-based selling (VBS) approach in their sales
organizations to drive growth for new offerings. However, VBS adoption remains …
organizations to drive growth for new offerings. However, VBS adoption remains …
The impact of online review variance of new products on consumer adoption intentions
Y Wu, T Liu, L Teng, H Zhang, C Xie - Journal of Business Research, 2021 - Elsevier
Contributing to the literature on online review variance, we investigate consumer adoption
intentions in three studies looking at various perspectives regarding new products. Study 1 …
intentions in three studies looking at various perspectives regarding new products. Study 1 …
Customer misbehavior and service providers' risk perception in the sharing economy
Sharing economy (SE) service providers (eg, home-sharing hosts) are regularly faced with
customer misbehavior, either directly via their own experiences or indirectly via the …
customer misbehavior, either directly via their own experiences or indirectly via the …