European Journal of Marketing: Volume 57 Issue 3

Guest editorial: Value-creating sales and digital technologies

Roland Kassemeier, Sascha Alavi, Johannes Habel, Christian Schmitz, Jan Wieseke

When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity

Victoria Kramer, Manfred Krafft

As empirical insights into when salespeople should integrate information and communication technology (ICT) into their sales tasks are limited, the purpose of this study is to…

The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital

Omar S. Itani, Vishag Badrinarayanan, Deva Rangarajan

This study aims to develop and test a process model of the effect of social media use by business-to-business (B2B) salespeople on their value cocreation and cross/upselling…

Charting value creation strategies B2B salespeople use throughout the sales process: learning from social media influencers

Zixuan Cheng, Kirk Plangger, Feng Cai, Colin L. Campbell, Leyland Pitt

This paper aims to explore how business-to-business (B2B) salespeople use social media and emulate value creation strategies used by social media influencers.

The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective

Paolo Guenzi, Edwin J. Nijssen

Value-based selling (VBS) is increasingly a key success factor in business to business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been…

Sales manager encouragement behavior in value-centered business models

Clara Hoffmann, Sascha Alavi, Christian Schmitz

Seeing past research, sales managers’ encouragement of their salespeople, tailored to the demands of value-creating sales, should constitute a key success factor for implementing…

Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value

Christoph Tienken, Moritz Classen, Thomas Friedli

Digital solutions (DS) that build on recurring revenue models (RRMs) offer new opportunities to continuously create and capture superior value. However, many firms fail to engage…

Digital technology usage as a driver of servitization paths in manufacturing industries

Lisa Katharina Harrmann, Andreas Eggert, Eva Böhm

This study aims to conceptually propose and empirically validate a path perspective on the servitization process of manufacturing firms. It identifies a customer and an outcome…

Towards better interaction between salespeople and consumers: the role of virtual recommendation agent

Sihem Ben Saad, Fatma Choura

In the context of a profound digital transformation, the need for social interactivity is becoming fundamental for consumers on e-commerce sites. It allows them to interact with…