Journal of Research in Interactive Marketing: Volume 10 Issue 1

Omni-channel research framework in the context of personal selling and sales management: A review and research extensions

Shannon Cummins, James W. Peltier, Andrea Dixon

This paper aims to develop an omni-channel framework in the context of sales and sales management related to six areas: sales contexts, impact of technology, stages in the sales…

Exploring buyer-seller dyadic perceptions of technology and relationships: Implications for Sales 2.0

Richard A. Rocco, Alan J. Bush

This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to…

The use of social media among business-to-business sales professionals in China: How social media helps create and solidify guanxi relationships between sales professionals and customers

Keith E. Niedermeier, Emily Wang, Xiaohan Zhang

The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and…

CABS: a conceptual model for context-aware B2B sales applications

Beth Rogers, Lillian Clark

– This paper aims to propose a conceptual model that will guide development of mobile applications to support value-added business-to-business (B2B) sales activities.

A conceptual model of the drivers and outcomes of mobile CRM application adoption

Michael Rodriguez, Kevin Trainor

Many organizations still struggle with sales force technology implementation because of low user adoption rates. The ubiquity of mobile computing devices, such as smartphones and…