This paper summarizes nearly four decades of research focusing on the relationship
between the marketing and sales (M&S) functional units within a firm. As the M&S functions …

There is growing recognition that agility, the ability to respond quickly, is essential for
international business (IB) in times of daunting challenges. Drawing on the resource-based …

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 …

New product development (NPD) frequently encounters failures, whether during the
development phase or in the subsequent commercialization stage. These failures can often …

When Johannes reached out to me regarding the topic of this editorial and mentioned
creating tension in sales research, I was slightly taken aback. Having been through the …

Recent conceptualizations of sales enablement (SE) provide a foundation for emerging
scholarship yet do not capture the vast complexities of developing an SE strategy. SE is not …

Salespeople routinely sell to multiple members with influence over the purchasing decision
in the customer organization. Given these buying center members' varying needs, wants …

The global health pandemic triggered many challenges for businesses and society, forcing
organizations and salespeople alike to pivot, alter their sales strategies, accelerate their …

In the competitive arena of academic publishing, facing rejection can be disheartening for
scholars striving for recognition and impact. In this editorial, we delve into the process of …

Scholars of retargeting have increasingly recognized that consumers' choice decisions can
often be affected by the stage of their decision making. The challenge for both researchers …