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Digitization of selling activity and sales force performance: An empirical investigation
Devon S. Johnson
, Sundar Bharadwaj
Marketing
Research output
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Contribution to journal
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Article
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peer-review
92
Scopus citations
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Keyphrases
Selling
100%
Digitization
100%
Sales Force Performance
100%
Job Insecurity
75%
Salesperson
50%
Salesperson Effectiveness
50%
Human Capital
25%
Motivational Factors
25%
Moderating Effect
25%
Motivation
25%
Conceptual Model
25%
Paradoxical Effect
25%
Sales Employees
25%
Selling Capability
25%
Sales Force
25%
Digitization Strategy
25%
Sales Force Management
25%
Technology Support
25%
Salespeople
25%
Control Communication
25%
Firm-level
25%
Multi-channel
25%
Environmental Levels
25%
Capital Improvement
25%
Factor Level
25%
Social Sciences
Professional Occupations
100%
Sales Force
100%
Sales
33%
Human Resources
33%
Web Site
33%
Psychology
Control System
100%