CRM ja myyntityökalut: Lähteitä ja lisätietoja

LÄHTEITÄ JA LISÄTIETOJA:

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Guenzi, P., & Habel, J. (2020). Mastering the digital transformation of sales. California Management Review, 62(4), 57-85.

Guenzi, P., & Nijssen, E. J. (2021). The impact of digital transformation on salespeople: an empirical investigation using the JD-R model. Journal of Personal Selling & Sales Management, 1-20.

Guerola-Navarro, V., Gil-Gomez, H., Oltra-Badenes, R., & Sendra-García, J. (2021). Customer relationship management and its impact on innovation: A literature review. Journal of Business Research, 129, 83-87.

Habel, J., Alavi, S., & Linsenmayer, K. (2021). From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels. Journal of Business Research, 132, 373-382.

Mahlamäki, T., Storbacka, K., Pylkkönen, S., & Ojala, M. (2020). Adoption of digital sales force automation tools in supply chain: Customers’ acceptance of sales configurators. Industrial Marketing Management, 91, 162-173.

Mattila, M., Yrjölä, M., & Hautamäki, P. (2021). Digital transformation of business-to-business sales: what needs to be unlearned?. Journal of Personal Selling & Sales Management, 1-17.

Pöyry, E., Parvinen, P., & Martens, J. (2021). Effectiveness of value calculators in B2B sales work–Challenges at the sales-call level. Journal of Business Research, 126, 350-360.

Zoltners, A. A., Sinha, P., Sahay, D., Shastri, A., & Lorimer, S. E. (2021). Practical insights for sales force digitalization success. Journal of Personal Selling & Sales Management, 1-16.