Why and how to merge Scopus and Web of Science during bibliometric analysis: the case of sales force literature from 1912 to 2019
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DOI: 10.1057/s41270-020-00081-9
Abstract: To conduct a bibliometric analysis, several researchers retrieve publications from Scopus or/and Web of Science (WOS) databases. When these scholars consider both Scopus and WOS databases, they mostly make two bibliometric analysis: one from Scopus… read more here.
Keywords: sales force; 1912 2019; analysis; bibliometric analysis ... See more keywords
The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value
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DOI: 10.1177/1094670519883344
Abstract: While many firms are increasing salespeople’s service expectations alongside selling responsibilities, evidence suggests this strategy is difficult to implement. Yet research addressing this challenge for dual-role sales forces is limited. Utilizing matched, dyadic (salesperson-customer) data… read more here.
Keywords: sales force; value; customer; polychronicity ... See more keywords
Towards Customer Leadership
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DOI: 10.18080/ajtde.v4n4.69
Abstract: Today Australia's telecommunications market is strongly contested. Competitors with highly skilled, experienced and focused marketing teams battle for market position, market share and profit growth. This has not always been so. Telecom Australia was established… read more here.
Keywords: towards customer; customer leadership; sales force; market ... See more keywords