In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-02-26 DOI:10.1080/08853134.2024.2305496

Paolo Guenzi, Edwin J. Nijssen

引用次数: 0

Abstract

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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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

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"。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

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.