寻找数字解决方案销售商:非金钱激励和授权领导行为的作用

Paolo Guenzi, Edwin J. Nijssen
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引用次数: 0

摘要

许多 B2B 公司正试图通过利用数字化、创造价值的解决方案来获得竞争优势。为此,他们需要调整销售队伍,重新考虑什么是 "人才"。
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In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors
Many B2B companies are trying to gain a competitive advantage by leveraging digitally-enabled, value-creating solutions. For this, they need to modify their sales force and re-consider what “talent...
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来源期刊
CiteScore
5.70
自引率
36.40%
发文量
32
期刊介绍: As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.
期刊最新文献
Salesperson lifecycle management: Challenges and research priorities Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review Personal selling and sales management abstracts Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?
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