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Purpose: This study aims to examine the role of salespeople's skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in meta-analytical works, that salespeople's skills relate directly to their sales performance (SP), is questioned. Design/methodology/approach: his research relies on existing theory and previous studies on SP drivers and SP measures. The literature identifies a set of common denominators on the role of salespeople's skills regarding their SP, all of which are tested in this study. Based on a deductive approach and questionnaire survey, 732 service firms in Norway were targeted. A total of 389 questionnaires were returned, generating a response rate of 53.1%. Findings: A total of 10 out of 12 hypothesized relationships in the research model dealing with the relationship between SP drivers and SP turn out to be non-significant. The hypothesized relationship in the research model between relative and absolute SP is also supported. Research limitations/implications: The results reported in this study, based on a large sample of service firms, empirically confirm that the direct effect is generally overestimated. Empirical evidence is provided that sheds additional light on the role of salespeople's skills in relative and absolute SP in B2B settings of services firms. Practical implications: This study offers meaningful and relevant insights into the monitoring of SP drivers to practitioners in B2B sales settings of services firms. Salespeople need to learn about gathering knowledge in training programs about each customer and their specific situation. Firms should strive to recruit salespeople who possess the appropriate skills, taking into consideration their customers and specific situations related to them, such as experiences from competitors. Salespeople may be organized around similar customers and similar customer situations, rather than geographical assignments. Originality/value: Overall, this research contributes insights into the role played by salespeople's skills in relative and absolute SP in B2B settings of services firms. In particular, the research contributes additional insights into the non-existent role of interpersonal presentation and communication skills, adaptiveness of sales approach and sales behavior skills and product/technology-related knowledge skills in salespeople's relative and absolute SP in B2B settings of services firms. [ABSTRACT FROM AUTHOR]

Evidently, there are lessons to be learned on sustainable health policies from the SARS-CoV-2 pandemic. The past is a source of knowledge and experiences for the implementation and application of sustainable health policies in the future. This study has revealed doubts about the use of 7- and 14-days incidences, which have been applied as assessment approaches to the sustainable health policies used to control and monitor the SARS-CoV-2 pandemic across societies. Seven- and fourteen-day incidences have been used to determine measures and counter-measures against SARS-CoV-2 rather than infection rates. The research objective of this study was to assess the predictive abilities of infection rates versus 7- and 14-day incidences on SARS-CoV-2-related mortality and morbidity. The objective was also to assess the structural properties of a set of SARS-CoV-2-related variables. This study addressed the question of whether there is a lesson learned in terms of sustainable health policies on the use of 7- and 14-day incidences versus infection rates to predict SARS-CoV-2-related mortality and morbidity in a given context. We contend that there is at least one lesson to be learned on sustainable health policies from the SARS-CoV-2 pandemic. The infection rate was categorized as the independent manifest variable, as it is the one which is hypothesized to cause an effect on the outcome of the others in society regarding mortality and morbidity. Consequently, hospitalized patients, ICU patients and the deceased were categorized as dependent manifest variables. We tested the research model using Covariance-Based Structural Equation Modeling (CB-SEM) based on the first year of pandemic data before vaccines were used. This study indicates that the infection rates provided an enhanced predictability for SARS-CoV-2-related mortality and morbidity compared to 7- and 14-day incidences. The findings reported based on CB-SEM suggested that this has been a suitable way to assess the direct, indirect and mediating effects between a selection of SARS-CoV-2-related variables. We propose that our assessment approach to SARS-CoV-2 can be used as a complementary tool in decision-making on pandemic countermeasures to assess the health, social and economic costs of mortality and morbidity in a given context. We consider the finding that infection rates, rather than 7- and 14-day incidences, better predict SARS-CoV-2-related mortality and morbidity is a crucial lesson learned on sustainable health policies from the past, to be a crucial lesson for the future. [ABSTRACT FROM AUTHOR]

Companies have strengthened their long-term inter-organizational partnerships throughout the supply chain to neutralize competitive pressures and risks in uncertain environments. On this basis, this research aims to propose and test a model of partners' behavior aimed at the maintenance of long-term collaboration. By using confirmatory factor analysis, structural equation modeling, and rival model testing, the theoretical model proposed attempts to identify, from a seller's perspective, the critical variables of partners' behavior. It also seeks to understand the effect of satisfaction between trust and commitment (as antecedents associated with relationship quality) and sales formalization, sales opportunism, and sales-specific assets (as postcendents linked to relationship efficiency). Our findings verify the nomological framework and demonstrate that the partnership quality variables affect relationship efficiency, through sales satisfaction. However, the results of our research cannot confirm the relationship between satisfaction and specific assets. This research is relevant as it deals with inter-organizational partnerships from a seller-oriented approach, and it is based on a combination of Relationship Marketing Theory and Transaction Cost Theory to demonstrate that the inter-organizational partnership quality variables exert a direct effect on the partnership efficiency variables. [ABSTRACT FROM AUTHOR]

The paper uses an ongoing business-to-business (B2B) relationship perspective to establish the interrelationships between trust, commitment, and relationship satisfaction (as relational constructs) and specific assets, formalization, and opportunism (as transaction cost variables) from a buyer's perspective, framed within micro-enterprises in the business banking industry in South Africa. Data were collected via self-administered online questionnaires from 381 micro-enterprise customers of one of South Africa's major banks. We first used confirmatory factor analysis (CFA) to assess the measurement model before structural equation modeling (SEM) was used to estimate the hypothesized relationships between the study constructs. The measurement and structural models fitted the data well. The research was approached using the dual theoretical lenses of relationship marketing and transaction cost theory to investigate relationship satisfaction from a buyer's perspective. The results support the notion that, in a B2B context, relationship satisfaction is an outcome of trust and commitment, with commitment being the stronger predictor. Relationship satisfaction, in turn, was positively related to both specific assets and formalization (the relationship with formalization being the strongest), and a negative relationship between relationship satisfaction and opportunism. Since our results found commitment to be a stronger predictor of relationship satisfaction than trust (contrary to much previous research that found the opposite to be true), the paper concludes with several commitment-related suggestions for banks. Although much research exists on trust, commitment, and satisfaction, to our knowledge this study is the first using dual theoretical lenses (relationship marketing and transaction cost theory) to investigate relationship satisfaction from a buyer's perspective among micro-enterprise customers in a banking context. The insights gained from our study therefore not only address this under-researched area (micro-enterprises), but also contribute toward expanding our understanding of forming (and maintaining) banking relationships with the customers of the smallest-sized businesses. [ABSTRACT FROM AUTHOR]

There is a growing research that considers the geographical indications (GIs) of agricultural products and foodstuffs as commons. However, narrative approaches exploring this relationship are scarce. This research analyzed stories attached to twelve Catalan and Swedish products within the European Union's Protected Designation of Origin (PDO), and Protected Geographical Indication (PGI) schemes to map out how narratives of commons are articulated. The analysis raised four key aspects of the narratives of GIs as commons: i) historical constitution; ii) collective efforts as a driving force behind their value; iii) co-responsibility of the community of producers and related actors; and iv) intangible outputs and focus on heritage. The results show that the narratives of GIs as commons have a stronger presence in Catalonia and more clearly address issues of social engagement and cultural heritage than in Sweden. Internal differences were noted in the two countries and some GIs are more commercially oriented and cater for world markets while others are noncommercial and only regionally consumed. The article contributes to the research on GIs, better connecting their complexities throughout their communicative and narrative constitution and articulation as commons. [ABSTRACT FROM AUTHOR]

This paper aims to test a nomological network of the precursors (perceived price, price fairness, and service quality) and the multi-dimensional outcomes (economic satisfaction and non-economic satisfaction; behavioral and attitudinal loyalty) of micro-enterprise customers' perception of value. Structural equation modeling was used to test a research model and two rival models from data collected from 381 micro-enterprise banking customers. The results show that, by charging fair prices, banks will increase not only micro-enterprises' positive perceptions of price and service quality, but also their perceptions of value. Positive value perceptions result in greater economic and non-economic satisfaction. This then results in loyalty in both the attitudinal and behavioral senses. Economic satisfaction should first be attained before micro-enterprise customers will be non-economically satisfied and show attitudinal loyalty before behavioral loyalty. [ABSTRACT FROM AUTHOR]

The present paper aims to assess both the direct as well as the indirect effects of internal enablers on internal integration and business performance in the supply chain. A full managerial comprehension of the connection between supply chain integration (SCI) and business performance is missing so far and earlier results are inconclusive. To fill this gap, this study expands the growing body of research on SCI and contributes to the SCM field by explaining the direct and indirect effects of internal enablers on internal integration and business performance. Results show that hierarchical organizational culture influences internal integration and supply chain performance, that top management support and information technology department size influence internal integration, and, finally, that supply chain performance impacts operational performance. These findings confirm the relevance for firms to pay attention to those key internal enablers of internal integration, and their benefits on business performance. Considering our results, future research should deepen on the influence of internal integration on business performance by focusing on the links between internal integration and the other dimensions of SCI, that is supplier and customer integration, as well as with the external side of the supply chain performance. [ABSTRACT FROM AUTHOR]

This study aims to investigate focal firms' business sustainability relationships in connection with their stakeholders in supply chain networks. A questionnaire survey was sent to a sample consisting of large Swedish firms, with 107 usable questionnaires returned. The results reveal which stakeholders are of interest for firms in sustainability efforts. The results are compared with earlier findings from Norway and Spain in a triangular approach. The former is a similar country, while the latter is different to Sweden in several ways. In addition, the study uncovers which stakeholders in the supply chain network should be considered. The study also demonstrates how firms can implement business sustainability in their supply chain networks and shows the extent to which different stakeholders are considered in sustainability efforts. The study contributes to sustainability research and stakeholder theory in supply chain networks. Opposite to earlier findings, this study showed only minor influences from national culture and institutions on firms' sustainable business practices in supply chain networks. [ABSTRACT FROM AUTHOR]

Background: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings. Aim: The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers' motivations in sales performance. Setting: The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the product-orientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies. Method: In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires. Results: The findings indicate that the dimensions of B2B sellers' motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals. Conclusion: The study offers an increased understanding on how to structure B2B sellers' motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement. Contribution: The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers' motivations in a six-dimensional framework. [ABSTRACT FROM AUTHOR]

This study investigates the direct and indirect effects between economic, social and environmental dimensions of triple bottom line (TBL), based on a questionnaire survey and cross‐industrial sample in Sweden. The analyses apply partial least squares structural equation models. The study tests the direct and indirect effects between economic, social, and environmental dimensions of TBL and offers additional validity and reliability to establish the measurement and structural properties between the dimensions of TBL. The study extends earlier findings by explicitly discussing how the three TBL goals relate to each other and shows how the dynamic capability view can be a fruitful lens to investigate business sustainability. Some differences in sustainability business practices caused by differences in national cultures are identified. Sustainability reporting in a strong uncertainty avoidance (UA) country happens in accordance with regulations and laws. Conversely, for weak UA cultures, reporting and compliance with regulations are ways to build trust with stakeholders. That is, reporting is more transparent and widespread in weak UA countries. The study also provides a foundation to guide companies' actions of business sustainability. The model shows companies how to establish the order of actions undertaken across economic, social, and environmental dimensions. In addition, it clarifies that the economic dimension exerts an effect on the social and environmental dimensions. The model also grasps long‐term economic performance by including competitiveness and brand value, while earlier research mainly has focused on more short‐term measurements as return on assets. [ABSTRACT FROM AUTHOR]

To test a research model consisting of hypothesized relationships within and between the domains of action and social alignment based on buyer and seller perspectives in B2B relationships. Based on two cross-industrial samples of 218 buyer B2B relationships and 208 seller B2B relationships in Taiwan. Findings relate to the dual facets of the domain of membership theory. Cooperation represents more likely intangible and subjective interests of alignment, and coordination represents more likely tangible and objective actions of alignment, in buyer and seller B2B relationships. Validates a research model of action and social alignment in the context of buyer and seller B2B relationships. Contributes to comparing buyer and seller perspectives in relation to existing theory and previous studies on quality constructs in B2B relationships. Offers suggestions for further research. Practitioners in B2B settings need to focus on joint actions as well as joint interests, and vice versa, as the economic and non-economic satisfaction of a business relationship complement each other. Validates the research model of action and social alignment in the context of buyer and seller B2B relationships. Provides multiple contributions to existing theory and previous studies of relationship quality based on buyer and seller perspectives in B2B settings. [ABSTRACT FROM AUTHOR]

A project-based work integrated learning (WIL) model that is a match between business postgraduate programmes, business postgraduate students and industry partners can increase employability and job opportunities. This study is based on a qualitative and inductive approach and a longitudinal study initiated in 2014 and evaluated in early 2020. Based on empirical findings in a South African setting, the model reflects that in gaining a sense of the environment via a WIL partnership, postgraduate students are better able to connect innovatively to grow the business. A win-win situation can be achieved where a university, business postgraduate students and industry interact to achieve consensus and a match between industry needs and educational skills. The challenges of companies to find and employ appropriately skilled employees among business postgraduate students can be met through the use of the model. The model contributes to WIL knowledge in a business disciplines. This study presents the argument that if universities and industry partners are able to match their needs, connect, collaborate and engage successfully, postgraduate job opportunities and employability could increase. [ABSTRACT FROM AUTHOR]

The main purpose of the study is to assess proposed relationships in a model across different settings, where satisfaction is a mediator between quality constructs in a seller-customer relational setting in B2B markets. The positioning of satisfaction as a mediator is between trust and commitment as antecedents of satisfaction, and cooperation, continuity, and coordination as postcedents of satisfaction in seller-customer relationships. The study was quantitative in nature, supported by an exploratory research approach. Data was collected based on a population of companies across Norwegian industries, as reflected in the Norwegian database Sales Navigator on LinkedIn. To enable research on seller-customer business relationships, key informants who adhered to specific criteria (e.g., that they were sales or marketing managers/directors or key account managers) were selected to participate in the study. A total of 841 potential key informants were identified and contacted telephonically to verify whether they qualified to participate in the survey and, if not, to identify an appropriate person who fit the criteria at the same firm. A total of 523 informants adhered to the stipulated criteria to participate in the study, with a total of 213 informants who completed the questionnaire satisfactorily. This resulted in their responses to be used for data analysis purposes, representing a valid response rate of 40.7%. Respondents were requested to name one key business customer with whom they engaged in the last year, and to be mindful of this respondent when answering the questionnaire. To secure privacy, respondents did not have to identify the customer. Furthermore, the respondents were asked to answer the questions to the best of their ability to ensure quality responses to each item in the questionnaire. Design/methodology/approach The questionnaire began with a competency check to ensure respondents were suitable to participate in the study. The respondents were asked, "Please consider how knowledgeable and experienced you are concerning your business and your business dealings with this customer." They then had to answer the following two statements: a) "I have a lot of knowledge about this customer"; and b) "I have a lot of experiences with this customer," which were measured using a five-point Likert-type scale, ranging between (1) strongly agree and (5) strongly disagree. Almost all respondents (99.5%) indicated that they had extensive knowledge about the customer, while 94.5% indicated that they had wide-ranging experiences with the customer. The application of a five-point Likert-type scale was secured to determine the degree to which respondents agreed or disagreed with the items included in the questionnaire relating to trust, commitment, satisfaction, coordination, continuity and cooperation in seller–customer relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis. Firstly, a confirmatory factor analysis was conducted, followed by structural equation modeling. Confirmatory factor analysis was applied to assess the measurement properties of each construct, while structural equation modeling was used to evaluate the proposed hypotheses in the precursor and outcome research model. The tested research model adheres to the cutoff points for satisfactory convergent, discriminant, and nomological validity, as well as to the minimum requirements for construct reliability. Furthermore, it was determined that trust and commitment have a positive and significant influence on satisfaction in a seller-customer context, while satisfaction positively and significantly influences coordination, continuation, and cooperation in seller-customer relationships in a B2B setting. The tested model validates the hypothesized relationships between trust, commitment, satisfaction, coordination, continuity, and cooperation from a seller's perspective in a B2B setting. Moreover, the model confirms the sequential logic of quality constructs in seller-customer business relationships. Furthermore, the findings reported on the seller-customer research model raise the question for further research on the seller's perspective in relation to the sequential logic of quality constructs in business relationships. Extensive research has been undertaken based on the buyer's perspective, while the seller's perspective requires additional research. The findings indicate consistency between the measurement and structural properties based on sellers' and buyers' perspectives in business relationships. Evidently, further research is required to verify the validity and reliability beyond the studied Norwegian seller-customer business relationships. A crucial research implication is that existing items to measure trust, commitment, satisfaction, cooperation, coordination, and continuity in buyer-supplier relationships (i.e., a buyer's perspective) appear to be valid and reliable – after the minimal replacement of the word "supplier" with the word "customer" – to measure the same construct in seller-customer business relationships (i.e., a seller's perspective). This offers further opportunities to test other constructs and related items used that are based on a buyer's perspective to verify their validity and reliability in seller perspective contexts. Finally, the study provides opportunities to assess the mutuality of satisfaction, trust, commitment, cooperation, coordination, and continuity in buyer-supplier and seller-customer business relationships. The findings assist sellers in a B2B setting to better understand the quality factors that are vital for business-to-business customers when building long-term relationships with industrial sellers. In addition, these quality factors are perceived as important by sellers across industries in Norway. Therefore, the study established that it is important to make the seller aware of the positive consequences of trust (e.g., through information and education). Secondly, when the seller understands the positive consequences of trust, the seller can use them as an argument in discussions with a customer focusing on the benefits (e.g., cooperation, coordination, and continuity) of keeping a satisfied and committed business relationship, and so trust is maintained between the seller and the buyer. It was furthermore established that mutual trust creates a relationship rewarding both parties (i.e., a win-win situation). Conclusively, it is argued that trust is the basis of positive consequences (e.g., commitment and satisfaction) that stimulates the seller's self-confidence, and most likely leads to improved sales performance through cooperation, commitment, and continuity of the business relationship. The majority of studies measuring quality constructs in B2B relationships are positioned from the buyer's perspective in a B2B setting. This study established a foundation to assess the relationship quality of a firm's inbound and outbound business relationships from a seller's perspective in a B2B context. Furthermore, the study provides an understanding of the seller's perspective toward the quality constructs required for long-term relationship building. Since the majority of B2B studies are conducted from a buyer's perspective, a seller's perspective is required increasingly to better manage the long-term relationship building process in B2B markets. [ABSTRACT FROM AUTHOR]

This study focuses on a framework of sales performance drivers, considering four areas of seller skills, and seven dimensions that the literature generally recognizes as affecting sales performance in B2B settings. The four areas and seven dimension of seller skill level are as follows: (i) interpersonal abilities, including communication as well as presentation skills; (ii) degree of adaptiveness, considering seller ability to modify both the sales approach and the sales behavior; (iii) selling-related knowledge, covering product and market-knowledge skills; and (iv) sellers' use of technology. As a whole, assuming a pivotal role played by seller skills, the research objective is to empirically verify a conceptual framework based on B2B seller skills in the context of sales performance. This study responds to a recent call to use meta-analyses to increase research-based knowledge in the sales domain. This study offers an empirical testing of a research framework for the identification and understanding of those skills that sellers need to embrace handling and increasing value in business relationships with customers in B2B settings of tangible products. The methodology relies on a questionnaire survey using a deductive approach. A total of 315 companies were ultimately selected to take part in the study, so as to represent a range of companies from different industries and corporate sizes within the product-oriented business sector of Norway (i.e. services-oriented companies are not included). The companies were identified from the Standard Industrial Classification (SIC 2007). A total of 236 questionnaires out of 315 were returned, generating a response rate of 74.9%. Methodology/Approach An exploratory factor analysis was undertaken to falsify or confirm the seven-dimensional framework of skill level. The initial factor analysis consisted of 21 items with three per dimension. The principal component method was applied to reveal the pattern in the factor solution. An orthogonal approach (varimax rotation) was applied to rotate the factor solution. The multi-item measures of each dimension were selected and modified from various sources. The empirical findings provide a foundation for further studies on sales performance. In particular, the findings can be used to assess the relationship between seller skill dimensions on sellers' objective and subjective performance in B2B sales settings. The findings can also be used to assess the relationship between these skill-level indicators on sellers' economic and non-economic satisfaction. Findings Companies could use the reported findings to organize and structure the process of B2B seller planification. This study offers seven verified categories of seller skill level. Companies should focus on each category in relation to their specific industry, so as to optimize sales performance. Seller skills become relevant with respect to taking into consideration the context of sales performance in areas such as planning and organization, recruiting and screening, training, remuneration and motivation, and evaluation and control. Note that companies need to consider the reported seven categories of skill level across all areas of sales performance. Companies should evaluate their sellers in relation to each category of skill level, and offer continuous training that is appropriate to each category. It is evident that training is fundamental to acquiring seller skills. The recruitment and screening of sellers are also important for acquiring sellers with an appropriate level of each category of skill levels. Furthermore, companies need to evaluate the training results of sellers, and offer economic compensation in accordance with the skill level reached in each of the seven categories. This study contributes to creat a B2B framework of seller skills in the context of sales performance. Accordingly, the tested and reported seven-dimensional framework provides a foundation for structuring the skill level dimensions in B2B sales settings. A further opportunity in B2B settings is to assess the structural properties of how the seven dimensions of seller skills are associated with and related to the other sales performance indicators (i.e. seller role perceptions, motivations and aptitude, as well as the influence of organizational and environmental aspects on sellers). One such research opportunity is to assess to what extent there are any moderating and mediating effects between skill level, role perception, motivation, aptitude and organizational/environmental, or whether they all relate only to sales performance in B2B settings. We conclude that the seven-dimensional framework of B2B seller skills in the context of sales performance verified in this study offers satisfactory validity and reliability. We therefore argue that the reported dimensions of B2B seller skills – i.e. interpersonal presentation and communication skills, degree of adaptiveness regarding abilities to modify sales approach and sales behavior, selling-related knowledge about customers and product/technology knowledge, and sales technology use – offer a sound foundation for assessing and following up on sales performance. This study contributes to existing theory and previous studies, thus providing a foundation for framing relevant indicators of sales performance regarding B2B seller skills. The seven-dimensional framework therefore provides a foundation on which to structure the assessment of sales performance in B2B settings. [ABSTRACT FROM AUTHOR]

PurposeDesignFindingsResearch implicationsPractical implicationsOriginality\nSUMMARY STATEMENT OF CONTRIBUTIONTo explore the role played by DCT, SM, and CRM through customer knowledge, and market knowledge in the sales performance of a salesforce, and their economic and non-economic satisfaction in B2B sales.A total of 66 B2B Norwegian companies out of 69 participated in this study. A questionnaire with an introduction letter was sent to 356 sellers, and 216 valid questionnaires were used for this study, generating a net response rate of 60.6%. The approach followed was deductive.The results have both purified and simplified the structural relationships in the nomological framework initially posited. The triadic exploration of digital communication tools (DCT), social media (SM), and CRM-solutions (CRM) in relation to customer and market knowledge, the sales performance of a salesforce and their economic and non-economic satisfaction in B2B sales, yield complementary insights to existing theory and previous research.The combined focus on the effect of acquiring customer knowledge and obtaining market knowledge through DCT, SM, and CRM on the sales performance of a salesforce in B2B sales has important implications. The results have simultaneous implications regarding the role of customer and market knowledge through DCT, SM, and CRM in B2B sales.DCT, SM, and CRM enable a salesforce to stay updated and maintain contacts with existing customers, and also facilitate updates, and to getting in contact with potential customers. DCT, SM, and CRM may enable a salesforce to acquire additional information about existing and potential customers. DCT, SM, and CRM may enable a salesforce to obtain more information about the market. Customer and market knowledge may also become more accessible through peers, superiors, or other informants.Contributes to enhancing our understanding of the role of digital communication tools (DCT), social media (SM), and CRM solutions (CRM) through customer knowledge and market knowledge on sales performance in B2B sales. It also contributes to enhancing the understanding of a salesforce’s economic and non-economic satisfaction in B2B sales through DCT, SM, and CRM. The results clarify the structural characteristics between a salesforce’s customer and market knowledge, their sales performance, and economic as well as non-economic satisfaction in B2B sales.This study contributes to knowledge on the role of digital communication tools (DCT), social media (SM), and CRM-solutions (CRM) through customer knowledge and market knowledge on sales performance in B2B sales. It also contributes to the knowledge of salesforces’ economic and non-economic satisfaction through DCT, SM, and CRM. It provides empirical evidence on the structural properties between salesforces’ customer and market knowledge, their sales performance, and economic as well as non-economic satisfaction in B2B sales. [ABSTRACT FROM AUTHOR]

An empirical study was conducted to find the role of the Organizational Complexity (OC) on the Business Innovation Model (BMI) when companies are using an Enterprise Resource Planning (ERP). Three different profiles were contacted in the companies (General Manager, Information Technology Manager and Purchasing Manager). A data collection process through a questionnaire survey was conducted, 132 informants participated in the study, however, 28 of them reported they were not using an ERP in their company. Valid data from 104 enterprises dealing with BMI and simultaneously had implemented an ERP software solution participated to the questionnaire. The scales used for the questionnaire of this study were previously validated in the literature and measured aspects such as the ERP use and perceived usefulness, the organizational complexity and costs and revenues of the business model innovation. All constructs accomplish the validity and reliability commonly accepted. This dataset could be specially useful for conduct multi countries studies to compare results about the impact of Organizational complexity on Business Model Innovation for those companies using and Enterprise Resource Planning (ERP)., Competing Interests: The authors declare that they have no known competing financial interests or personal relationships that could have appeared to influence the work reported in this paper., (© 2024 The Author(s).)