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41.
  • The Faces of Success The Faces of Success
    Peng, Ling; Cui, Geng; Chung, Yuho ... Journal of marketing, 07/2020, Letnik: 84, Številka: 4
    Journal Article
    Recenzirano

    Given the positive bias toward attractive people in society, online sellers are justifiably apprehensive about perceptions of their profile pictures. Although the existing literature emphasizes the ...
Celotno besedilo
42.
  • Social media use in B2b sal... Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler
    Itani, Omar S.; Agnihotri, Raj; Dingus, Rebecca Industrial marketing management, 10/2017, Letnik: 66
    Journal Article
    Recenzirano

    This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media ...
Celotno besedilo
43.
  • Sharers and sellers: A mult... Sharers and sellers: A multi-group examination of gig economy workers' perceptions
    Gleim, Mark R.; Johnson, Catherine M.; Lawson, Stephanie J. Journal of business research, 05/2019, Letnik: 98
    Journal Article
    Recenzirano

    The increased usage and proliferation of businesses entering the gig economy has meant more employment options for individuals wishing to participate in the gig economy. However, not all gig ...
Celotno besedilo
44.
  • Sustainable Aviation Fuel (... Sustainable Aviation Fuel (SAF) production through Power-to-Liquid (PtL): A combined techno-economic and life cycle assessment
    Fernanda Rojas-Michaga, Maria; Michailos, Stavros; Cardozo, Evelyn ... Energy conversion and management, 09/2023, Letnik: 292
    Journal Article
    Recenzirano
    Odprti dostop

    Display omitted •Combined TEA and LCA of an integrated PtL-SAF system.•The MJSP is OPEX intensive due to high electricity consumption.•The WtWa GWP falls below the UK-SAF mandate threshold.•The WtWa ...
Celotno besedilo
45.
  • Measuring B2B social sellin... Measuring B2B social selling: Key activities, antecedents and performance outcomes
    Terho, Harri; Giovannetti, Marta; Cardinali, Silvio Industrial marketing management, 02/2022, Letnik: 101
    Journal Article
    Recenzirano
    Odprti dostop

    Sales research has widely noted the growing importance of social media in contemporary B2B selling. Yet, scholars have noted that measurement issues represent a challenge for advancing the study of ...
Celotno besedilo

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46.
  • Consultative selling Consultative selling
    Hanan, Mack 1999.
    eBook

    "For more than two decades, Consultative Selling™ has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. ...
Celotno besedilo
47.
  • The impact of salespeople's... The impact of salespeople's social media adoption on customer acquisition performance - a contextual perspective
    Schendzielarz, Dennis; Alavi, Sascha; Guba, Jan Helge Journal of personal selling & sales management, 04/2022, Letnik: 42, Številka: 2
    Journal Article
    Recenzirano
    Odprti dostop

    Even as salespeople increasingly adopt social media, sales research and practice struggle to understand how their application can help salespeople acquire customers. This article therefore explores ...
Celotno besedilo
48.
  • Toward a framework for mixe... Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance: Thought development and propositions
    Shoreibah, Ream A.; Marshall, Greg W.; Gassenheimer, Jule B. Industrial marketing management, 02/2019, Letnik: 77
    Journal Article
    Recenzirano

    Team selling and the increasing representation of women in the sales force are two current trends contributing to the complexity of managing the sales environment, yet little work exists ...
Celotno besedilo
49.
  • Drivers of salespeople's AI... Drivers of salespeople's AI acceptance: what do managers think?
    Chen, Jing; Zhou, Wenkai The Journal of personal selling & sales management, 20/4/3/, Letnik: 42, Številka: 2
    Journal Article
    Recenzirano

    This research is among the first to examine salespeople's acceptance of AI (artificial intelligence) and we investigate the drivers of their AI acceptance from the perspective of the managers. In ...
Celotno besedilo
50.
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