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Journal of Business-to-Business Marketing Volume 28, 2021 - Issue 4
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Research Articles

The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance

Hayam Alnakhlia Department of Marketing and Hospitality, College of Business Administration, Central Michigan University, Mount Pleasant, Michigan, USACorrespondence[email protected]
,
Aniefre Eddie Inyangb Department of Marketing and Interdisciplinary Business, School of Business, The College of New Jersey, Ewing, New Jersey, USA
&
Omar S. Itanic Department of Marketing Adnan Kassar School of Business, Lebanese American University, Beirut, Lebanon
Pages 347-367 | Published online: 21 Dec 2021

Citations (6)

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Read on this site (1)

Emily C. Tanner, Rhett Epler & John F. Tanner. (2022) Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout. Journal of Business-to-Business Marketing 29:3-4, pages 335-352.
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Articles from other publishers (5)

Ashish Kalra, Omar S. Itani & Amin Rostami. (2023) Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity. Journal of Business & Industrial Marketing 38:8, pages 1738-1753.
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Omar S. Itani, Vishag Badrinarayanan & Deva Rangarajan. (2022) The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital. European Journal of Marketing 57:3, pages 683-717.
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Guy Assaker & Wassim Shahin. (2022) What Drives Faculty Publication Citations in the Business Field? Empirical Results from an AACSB Middle Eastern Institution. Publications 10:4, pages 44.
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Zsófia Tóth, Mona Mrad, Omar S. Itani, Jun Luo & Martin J. Liu. (2022) B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange. Industrial Marketing Management 104, pages 226-240.
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Omar S. Itani, Ashish Kalra & Jen Riley. (2022) Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs. Information & Management 59:3, pages 103621.
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