Journal of Business & Industrial Marketing: Volume 36 Issue 4

Guest editorial

Lenita Davis, Pia Hautamaki, Dawn R. Deeter-schmelz

Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface

Avinash Malshe, Michael T. Krush

The purpose of this study is to understand one portion of the sales ecological system. This paper focuses on the mesolevel or intra-organizational system that includes the sales…

Value (co-)creation in B2B sales ecosystems

Sami Rusthollkarhu, Pia Hautamaki, Leena Aarikka-Stenroos

Digital ecosystemic business environments challenge dyadic approaches to value creation and particularly to business-to-business (B2B) sales. This paper aims to offer a novel…

Digital transformation in sales as an evolving process

Stefan Wengler, Gabriele Hildmann, Ulrich Vossebein

The majority of business-to-business companies are working on their digital transformation in sales. Despite enormous transformation efforts, the expected productivity gains are…

Sales technology and salespeople’s ambidexterity: an ecosystem approach

Marta Giovannetti, Silvio Cardinali, Piyush Sharma

This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion…

The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge

Richard Conde, Victor Prybutok, Cameron Sumlin

Through the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create…

Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters

Patrick Weretecki, Goetz Greve, Jörg Henseler

The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by…

An ecosystems analysis of how sales managers develop salespeople

Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich, Lenita Davis

The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those…

Emotional labor in a sales ecosystem: a salesperson-customer interactional framework

Michel Klein

The concept of emotional labor refers to the management of emotions in interaction with customers. This study aims to suggest an integrative definition of emotional labor. It…