The integration of philosophy into the realm of business analytics is a nuanced and evolving
discourse that transcends the technicalities of data analysis. This paper encapsulates a …

Understanding the impact of technology use on the business-to-business (B2B) sales
profession has been one of the priorities for scholars for over 20 years. While the extant …

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 …

Purpose Although organizations are investing heavily in digital transformation (DT) of the
sales function, implementation and exploitation at the sales force level are ongoing …

Purpose The purpose of this study is to investigate the drivers of business-to-business (B2B)
sales success and the role of digitalization, in a selling and sales management landscape …

To meet the shifting needs and preferences of the contemporary sales workforce, sales
organizations are deploying idiosyncratic deals (I-deals), or mutually beneficial …

In this article, multiple regressions using the stepwise method were utilized to analyze the
effect of Big Five personality traits on the work of business-to-business (B2B) salespeople …

This study examines the impact of construction robotics (CR) and agile project management
(APM) principles on operational efficiency in Chinese commercial residential projects …

BACKGROUND: The sales stereotype has been studied since the beginning of the last
century; in particular, the perceptions held by university students are relevant, because they …

The need to constantly adapt to the changes in the business environment and selling
situations places enormous demands on salespeople. Applying the Job Demands …