Sales Performance in BTB Sales
Key Information
Duration: 2018 -
Participants: Nils M. Høgevold and Göran Svensson (directors).
Other active participants: Rocio Rodriguez, University of Murcia (Spain) and Kristiania University College (Norway); Mornay Roberts-Lombard, University of the Western Cape, South Africa; Isolde Lubbe, University of Johannesburg, South Africa; Carlos Ferro-Soto, Vigo University, Spain; Carmen Padin, Vigo University, Spain; Tzong-Ru Lee, National Chung Hsing University, Taiwan; Jyh-Liang Guan, National Ilan University, Taiwan; Carmen Otero-Neira, Vigo University, Spain.
Background
The group has active members in several countries and continents, such as Norway, South Africa, Spain and Taiwan. The overall focus of the research group is to create a better understand the determinants of salesperson performance and to develop nomological frameworks that propose cause-and-effects between determinants in B2B sales.
Publications
- Rodriguez, R. Oteiro-Neira, C., Svensson, G. and Høgevold, N., “The Role of Digital Communication Technologies through Customer and Market Knowledge in B2B on Sales Performance and Satisfaction”, Journal of Business-to-Business Marketing (Forthcoming issue).
- Rodriguez, R., Høgevold, N., Molina-Castillo, F. J., and Svensson, G. (2024), “The Effect of Social Disruption on the Use of Technologies to Digitize B2B Processes and its Impact on Corporate Performance”, Journal of Business & Industrial Marketing, Vol. 39 No. 8, pp. 1800-1808.
- Høgevold, N., Rodriguez, R., Svensson, G. and Otero-Neira, C. (2024), “Salespeople’s Sales Performance Skills in B2B of Services Firms - A Cross-Industrial, European Business Review (Forthcoming Issue).
- Rodriguez, R., Roberts-Lombard, M., Høgevold, N. and Svensson, G. and (2024), "B2B Sellers’ Motivations in Sales Performance – A Six-Dimensional Framework Proposition”, South African Journal of Economic and Management SciencesForthcoming Issue).
- Nils Høgevold, Rocio Rodriguez, Göran Svensson and CarmenOtero-Neira (2024), “Benchmarking Meta-analytical Conceptualizations of B2B Seller Skills against Empirical Evidence in Services Firms”, Benchmarking: An International Journal, Vol. 31, No. 3, pp. 884-902.
- Rodriguez, R., Høgevold, N., Oteiro-Neira, C., Svensson, G. (2023), “The Direct Effect of B2B Sellers’ Skills on Relative and Absolute Sales Performance: A Dual Measurement Approach”, Journal of Organizational Change Management, Vol. 36, No. 1, pp. 64-85.
- Høgevold, N., Rodriguez, R., Oteiro-Neira, C. and Svensson, G. (2024), “Framing Antecedents of Salesperson Performance in B2B – Model and Findings”, International Journal of Procurement Management, Vol. 19, No. 3, pp. 413-443.
- Rodriguez, R., Roberts-Lombard, M., Høgevold, N. and Svensson, G. (2024) “Proposing a sales performance motivational framework for B2B sellers in services firms”, European Research on Management and Business Economics, Vol. 30, 100235
- Høgevold, N., Rodriguez, R., Svensson, G. and Roberts-Lombard, M. (2022), "Organisational and Environmental Indicators of B2B Sales Performance", Marketing Intelligence and Planning, Vol. 40, No. 1, pp. 33-56.
- Rodríguez, R., Høgevold, N., Otero-Neira, C., and Svensson, G. (2022). “A Sequential Logic Model between Sales Performance and Salesperson Satisfaction in B2B Markets. Journal of Business & Industrial Marketing, Vol. 37, No. 1, pp. 180-194.
- Rodriguez, R., Otero-Neira, C. and Svensson, G. (2021), “B to B Sellers´Skill Level in Sales Performance: Frameworks and Findings”, Journal of Business-to-Business Marketing, Vol. 28, No. 3, pp. 265-281.
- Rodriguez, R., Svensson, G. and Mehl, E. (2020), “Digitalization Process of Complex B2B Sales Processes – Enablers and Obstacles”, Technology in Society, Vol. 62, No. August, pp. 1-12.
