Key Account Management

In a nutshell: The role of formal information sharing in key account team effectiveness

Other

(In)efficiency through (in)transparency: ensuring exchange of information in sales

Sales Drive

In a nutshell: Moderating customer orientation effect in professional business services relationships

Sales Drive

Why less is more when it comes to sales

Value Selling

In a nutshell: Are organizational buyers rational? Using price heuristics in functional risk judgment

Company News

The crisis – a test or an opportunity?

Sales Drive

In a nutshell: Effect of salespeople’s acquisition–retention trade-off on performance

Sales Drive

Sales – An obsolete relic of the past?