The impact of the product to service shift in industrial markets and the evolution of the sales organization
By J. Sheth, Arun Sharma. 2008
268 citations recorded by the source corpus.
Subfields: Marketing, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/bd10d4511b052a5e30d9dc68ba190ebbb92cd307
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In Marketing
In Organizational Behavior and Human Resource Management
Citations in the corpus
- The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017, background): “…to a more strategic role of purchasing and supply chain management in many firms has led to a growing sophistication of purchasing organizations and an increased professionalization of procurement professionals (Monczka et al., 2016; Sheth & Sharma, 2008; Trkman, Mertens, Viaene, & Gemmel, 2015).”
- How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors (2017, background): “Salespeople must also respond to increasingly complex and unique customer demands, rates of new product/service offerings, and technological developments (Sheth & Sharma, 2008).”