The state of selling & sales management research: a review and future research agenda

Influence des technologies d’aide à la vente sur les performances du commercial : étude des médiateurs interpersonnels et intrapersonnels

“…Il serait également intéressant d’approfondir les raisons pour lesquelles la relation entre l’utilisation des technologies d’aide à la vente et la qualité de la relation n’est pas significative, et ce via l’étude de modérateurs, tels que l’intelligence émotionnelle ou la proximité sociale. A l’instar des travaux de Westbrook et Peterson (2020) et comme le propose Rapp et Beeler (2021), il serait intéressant d’étudier les outils d’aide à la vente (en anglais “ sales force enablement ”) qui ajoutent une notion de mise à disposition de ressources et d’accompagnement à l’utilisation des outils d’aide à la vente. Cela nous permettrait d’étudier les bonnes pratiques pour déployer et maintenir au mieux des solutions technologiques d’aide à la vente.…”

Digitization of interorganizational relationships: direct effects of benefit magnitude and indirect effects of benefit asymmetry on reseller profit

“…The third contribution of this study is the rigorous empirical investigation of the relationship between digitization and performance using a large sample of firms. This study contributes to our existing knowledge of the digitization phenomenon by complementing existing theoretical studies (Luo, 2022; Rapp and Beeler, 2021; Ritter and Pedersen, 2020; Singh et al , 2019), qualitative research (Wengler et al , 2021) and case studies (Kamalaldin et al , 2020).…”

“…Another feature heavily emphasized in previous research is the digitization of the sales function (Wengler et al , 2021; Rapp and Beeler, 2021; Singh et al , 2019). Previous research has examined both the benefits and costs of digitizing the sales function (Wengler et al , 2021; Rapp and Beeler, 2021; Singh et al , 2019; Clark et al , 2007; Honeycutt, 2005; Johnson and Bharadwaj, 2005). The digitized information, digitized product configuration tools, digitized collateral material and presentation templates from the product manufacturer all help the reseller sales force to be more efficient (Wengler et al , 2021).…”

Influence of sales force automation on salesperson performance: A study of interpersonal and intrapersonal mediators

“…It would also be interesting, by studying moderators, such as emotional intelligence or social proximity, to investigate the reasons why the relationship between the use of SFA and relationship quality is not significant. Following the example of the work of Westbrook and Peterson (2020) and as proposed by Rapp and Beeler (2021), it would be interesting to study SFA tools that add a notion of resource provision and support to the use of SFA tools. Such research would allow us to study the best practices for deploying and maintaining SFA solutions.…”