2023
The Future of the Retail Salesperson
The authors discuss the future of the retail salesperson and the ways that salespeople can utilize AI more effectively to create an …
Assessing Relationship Incosistency with a Strobelight Analysis
The authors introduce a strobelight analysis as a way to assess relationship inconsistency. Traditional methods like linear regression …
2021
Automated Influence Tactics
The authors examine the impact of CRM systems on the future of the sales manager’s role. Using interviews from managers and sales …
The Competitive Path to Cohesion
Competitiveness and cohesion have often been considered mutually exclusive variables. This research explores the relationship between …
2020
Deeper Understanding of Marketing Relationships (Canceled - Coronavirus)
The authors explore marketing relationships comparing two methods of analysis to elucidate the meaningful differences that emerge among …
Salesperson Performance Operationalization with Secondary Data
The authors take an in depth look at salesperson performance by incorporating practitioner and academic perceptions of salesperson …
2019
The Competitive Path to Cohesion
Competitiveness and cohesion have often been considered mutually exclusive variables. This research explores the relationship between …
