Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value

Tienken, Christoph; Classen, Moritz; Friedli, Thomas

doi:10.1108/ejm-11-2021-0918

Cited by 13 publications

(4 citation statements)

References 97 publications

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“…All the authors were involved in the data analysis process, which consisted of three different rounds of coding. In each step, the authors worked closely to compare and discuss the coding structures, and they had to agree on the definitions and numbers of the codes before going to the next round (Tienken et al , 2023). In the first step, we read the transcript line by line and analysed it at a level of analysis as close as possible to the way they were voiced by the participants.…”

Section: Discussionmentioning

confidence: 99%

An exploratory study on emotional consequents of visceral food pleasure

Donato,

Monsurrò

2023

QMR

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Purpose This study aims to explore the phenomenon of visceral food pleasure, described as a unitary experience that, after an initial sense of pleasure and relief generated by the satisfaction of eating impulses, is followed by negative feelings – such as guilt and worry – linked to the consumption of hedonic or unhealthy foods. Design/methodology/approach An exploratory approach has been adopted. In particular, the critical incident technique among 87 individuals has been used to extract insights about visceral food pleasure. Findings Contrary to previous research results, this study shows that viscearl food pleasure is not a unitary phenomenon, identifying four types of different facets, two of which have a negative valence in terms of felt emotions post-consumption and psychological well-being (i.e. the “greedy” and the “maladaptive” experiences). More importantly, the other two facets are associated with positive consequences in terms of emotions felt post-consumption and perceived psychological well-being (i.e. the “social” and the “fair sin” experiences). Practical implications Companies that provide food experiences can prime meanings that influence consumers’ perceptions of the episode to elicit positive emotions post-consumption and psychological well-being. Social implications Promoting a more holistic view of food consumption and psychological well-being can free consumers from negative emotions during food consumption episodes. Priming a particular meaning can be a way to do that. However, as visceral experience can still lead to health issues, this must be combined with an education process that makes consumers aware of their food habits. Originality/value This research challenges the idea that visceral food experiences are always negative. Indeed, when associated with particular meanings (i.e. social and reward), they have a positive valence post-consumption.

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Section: Discussionmentioning

confidence: 99%

An exploratory study on emotional consequents of visceral food pleasure

Donato,

Monsurrò

2023

QMR

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“…Kesalahan dalam pemilihan saluran distribusi dapat menyebabkan kesulitan mencapai target penjualan (Tienken et al, 2023). Dalam ekonomi yang bebas, perhatian terhadap produk tidak hanya terbatas pada pelepasan dari gudang, melainkan melibatkan seluruh perjalanan produk hingga digunakan oleh konsumen akhir.…”

Section: Pendahuluanunclassified

Peran Saluran Distribusi Dalam Meningkatkan Volume Penjualan Pada Toko Sinar Aneka Sorong Papua Barat Daya

Muh. Arif,

Andi Sismar

2024

jbk

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Distribution channels play a key role in increasing the sales volume of a product or service. Distribution channels involve a series of steps that involve the movement of products from the manufacturer to the consumer. By understanding and managing distribution channels effectively, companies can optimize the sales potential of their products and achieve greater profits. This research aims to determine the role of distribution channels in increasing sales volume. The type of research used is quantitative descriptive, where the author describes the results of observations and analyzes data obtained in the field. Data is analyzed using simple regression analysis methods. The analysis results show that distribution channels have a significant impact on sales volume.

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“…Salesforce is well-known in the industry for its ability to interact with different business ecosystems and its superior customer relationship management features (Tienken et al, 2023). A complete solution that goes above and beyond being simply another platform includes automation for everything from sales and customer support to marketing and smart company analytics.…”

Section: Salesforce In the Business Ecosystemmentioning

confidence: 99%

Economic Benefits of Using Salesforce in Business: Analysis and Practical Recommendations

2024

Futurity Economics&Law

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This research examines the economic effects of Salesforce, a prominent customer relationship management (CRM) platform recognized for its innovations in cloud computing efficiency, sales automation, and company analytics. With the objective of uncovering the tangible economic benefits of Salesforce, we embarked on an investigation involving a survey of 300 businesses varying in their level of Salesforce implementation. We used Logit analysis to determine the main parameters influencing the successful implementation of Salesforce and its impact on ROI. Our research shows a clear connection between the level of Salesforce utilization and notable enhancements in operational efficiency, cost reduction, and revenue increase, especially in companies that fully utilize Salesforce's analytics and artificial intelligence features. The research is notable for its systematic examination of the many economic advantages of Salesforce, offering actual proof of the platform's ability to enhance financial results. The scientific uniqueness is in the precise use of Logit analysis to measure the connection between Salesforce adoption levels and economic results, providing a detailed insight into how strategic integration and user adoption help in optimizing ROI. This study emphasizes the crucial need for organizations to not just implement Salesforce but to use its technical capabilities to the fullest extent, in order to achieve better financial outcomes and make well-informed decisions. This report provides significant insights for firms looking to improve their CRM strategy by highlighting the strategic and user-centric criteria crucial for successful Salesforce adoption. It adds to the overall discussion on the economic impacts of digital transformation, highlighting how sophisticated CRM systems promote business intelligence and operational effectiveness.

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Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value

Cited by 13 publications

References 97 publications

An exploratory study on emotional consequents of visceral food pleasure

An exploratory study on emotional consequents of visceral food pleasure

Peran Saluran Distribusi Dalam Meningkatkan Volume Penjualan Pada Toko Sinar Aneka Sorong Papua Barat Daya

Economic Benefits of Using Salesforce in Business: Analysis and Practical Recommendations

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