BSAL: Journal Articles

Big data analytics in strategic sales performance: mediating role of CRM capability and moderating role of leadership support by Chatterjee, S., Chaudhuri, R., & Vrontis, D.

Cognitive dissonance revisited: A typology of B2B buyers' post-decision ‘cognitive states’ and its implications for sales professionals by Brooksbank, R., & Fullerton, S

Customer-oriented salespeople’s value creation and claiming in price negotiations by Kassemeier, R., Alavi, S., Habel, J., & Schmitz, C.

Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion by Gopalakrishna, S., Crecelius, A. T., & Patil, A.

Insurance company's salespersons' lead qualification skills and salespersons' performance: moderated-mediation model of salespersons' adaptive selling behavior and salespersons' gender by Richard, M., Ronald, B., Claire, S., & Brenda, K.

Optimising lead qualification through machine learning: A customer data-driven approach by Josephine V L, H., Moorthy, V., Sai, C., & Joji, B.

Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure by Vieira, V. A., & Claro, D. P.

Unclogging the Prospect Pipeline by Spiller, C.

Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations by Hartmann, S., Homburg, C., & M. Ruhnau, R.-C.