Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis
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 …
profession has been one of the priorities for scholars for over 20 years. While the extant …
Understanding the antecedents and consequences of service-sales ambidexterity: a motivation-opportunity-ability (MOA) framework
Drawing on the motivation, opportunity and ability (MOA) framework, we investigate the
influence of charismatic leadership on salespeople's service and sales activities—termed …
influence of charismatic leadership on salespeople's service and sales activities—termed …
Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies
Since its inception in the field of organizational learning, ambidexterity has now evolved as a
ubiquitous phenomenon, permeating all functional units of an organization. Over the last …
ubiquitous phenomenon, permeating all functional units of an organization. Over the last …
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Salespeople's responses to change have been extensively examined in the context of sales
literature, sales force automation (SFA), customer relationship management (CRM) systems …
literature, sales force automation (SFA), customer relationship management (CRM) systems …
Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system
Abstract Service-sales ambidexterity has recently been presented as a modern type of
ambidexterity. Despite the huge prominence of ambidexterity's antecedents, literature has …
ambidexterity. Despite the huge prominence of ambidexterity's antecedents, literature has …
When and how digital platforms empower professional services firms: an agility perspective
Purpose Drawing on a strategic agility perspective, the authors develop a theoretical
framework and empirically examine how digital platform adoption and capability impact …
framework and empirically examine how digital platform adoption and capability impact …
Ambidextrous leadership and service recovery performance under B2B selling context: an examination through service innovation capability
In order to build consistent service quality, managers should encourage salespeople to deal
with customers and improve service errors for their overall benefit. Our study seeks to …
with customers and improve service errors for their overall benefit. Our study seeks to …
Digitalization processes in small professional service firms: drivers, barriers and emerging organisational tensions
Purpose This study aimed to provide an exploratory analysis of digitalization processes in
small professional service firms (SPSFs) by examining their main drivers and barriers and …
small professional service firms (SPSFs) by examining their main drivers and barriers and …
Value-based selling capability: antecedents and implications for B2B sales performance
Purpose This study aims to explore the conception and antecedents of organizational value-
based selling (VBS) capability in the business-to-business (B2B) market. Additionally, the …
based selling (VBS) capability in the business-to-business (B2B) market. Additionally, the …
Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective
Purpose Service–sales ambidexterity (SSA) offers sales managers crucial information about
dealing with customer service failures through an effective management control system. This …
dealing with customer service failures through an effective management control system. This …