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CUP: I33C23007610006		This work is licensed under CC BY 4.0. To view a copy of this license, visit https://creativecommons.org/licenses/by/4.0/
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TitleAuthorsURL/DOI
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Unlocking B2B buyer intentions to purchase: Conceptualizing and validating inside sales purchasesWu, Andreev, Benyoucef, Hood (2024)https://doi.org/10.1016/j.dss.2023.114165
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The Importance of Artificial Intelligence in Sales Management in the B2B IndustrySmith (2024)https://thesciencebrigade.com/JAIR/article/view/175
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The state of lead scoring models and their impact on sales performanceWu et al. (2024)https://doi.org/10.1007/s10799-023-00388-w
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Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel managementTerho H., et al. (2023)10.1108/JBIM-12-2021-0596
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The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performanceConde R., et al. (2023)10.1108/JBIM-02-2021-0099
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Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performanceConde R., et al. (2023)10.1108/JBIM-09-2022-0410
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Building effective inside-outside sales rep dyads: A collaboration perspectiveShi H., et al. (2023)10.1007/s11747-023-00960-4
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The effect of inside sales and hybrid sales structures on customer value creationRamos C., et al. (2023)10.1016/j.jbusres.2022.113343
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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemicGiovannetti et al., (2023)https://doi.org/10.1108/JBIM-12-2022-0570
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Does the type of sales position matter? A multi-group analysis of inside vs outside salesMatthews L., and Edmondson D. (2022)10.1108/JBIM-10-2020-0484
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Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizationsMicallef M., Keranen J., Kokshagina (2022)10.1080/08853134.2022.2159422
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Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performanceChaker N.N., et al. (2022)10.1016/j.indmarman.2021.10.006
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Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenureConde R., et al, (2022)10.1080/10696679.2021.1958689
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A new perspective on sales outcome controls: an inside sales perspectiveConde R., et al, (2021)10.1108/EJM-07-2019-0568
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Incentivizing of inside sales units — the interplay of incentive types and unit structuresHomburg C., et al., (2021)10.1080/08853134.2021.1872381
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A multidimensional perspective of business-to-business sales success: A meta-analytic reviewOhiomah A., et al., (2020)10.1016/j.indmarman.2020.08.011
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The business-to-business inside sales force: roles, configurations and research agendaSleep S., et al., (2020)10.1108/EJM-06-2018-0416
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Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivationConde R., and Prybutok V. (2020)10.1108/JBIM-09-2019-0412
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The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledgeConde R., et al., (2020)10.1108/JBIM-03-2020-0129
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The role of lead management systems in inside sales performanceOhiomah A., et al., (2019)10.1016/j.jbusres.2019.05.018
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Hybrid sales structures in the age of e-commerceThaichon P., et al., (2018)10.1080/08853134.2018.1441718
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Driving Inside Sales Performance with Lead Management Systems: A Conceptual ModelOhiomah A., et al., (2016)http://jisar.org/2016-9/
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The moderating effects of gender and inside versus outside sales role in multifaceted job satisfactionRutherford B.N. et al., (2014)10.1016/j.jbusres.2013.12.004
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Content analysis of sport ticket sales job announcementsRutherford B.N. et al., (2014)10.1108/20426781211244015
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MX: Designing a high-performance sales modelMasloski P. (2010)https://www.scopus.com/inward/record.uri?eid=2-s2.0-78650328003&partnerID=40&md5=45adf5124e59180fa0221c26a420f481
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Using business intelligence tools to help manage costs and effectiveness of business-to-business inside-sales programsGessner G., and Scott Jr. R.A. (2009)10.1080/10580530902797623
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Body art in the workplace: Piercing the prejudice?Miller B.K., et al., (2009)10.1108/00483480910992247
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The importance of the industrial inside sales force: A case studyBoyle B.A. (1996)10.1016/0019-8501(96)00036-3
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The roles of outside and inside sales representatives: Conflict or cooperation?Judith J. Marshall , Harrie Vredenburg (1991)https://doi.org/10.1002/dir.4000050404
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SLING: A knowledge-based product selectorPotter W.D., et al., (1990)10.1016/0957-4174(90)90026-Q
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Industrial distributor selling: The roles of outside and inside salesNarus J.A., and Anderson J.C. (1986)10.1016/0019-8501(86)90044-1
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What Is Inside Sales? The Definition Of Inside SalesKen Krogue (2013)https://www.forbes.com/sites/kenkrogue/2013/02/26/what-is-inside-sales-the-definition-of-inside-sales/
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The Inside-Outside Alliance: How Inside and Field Sales Teams Collaborate to Maximize GrowthBritton Manasco and Anneke Seley (2017)https://drive.google.com/file/d/1YxJREyczT9SmiNXmHM-M6raC3k1rfo4s/view
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The Power of Inside Sales and Sales AccelerationJohny Wudel and Jonathan Lautaha (2017)https://drive.google.com/file/d/1mSqFs04qc36-MOACt2tQtzLdeHL7Kuqs/view
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A Sales Disruption: Is Digital Sales Replacing Traditional Field Sales?Bob Perkins and Robert M. Peterson (2017)https://drive.google.com/file/d/1PSGHVC8kc1g6QyAiDSBfu6LesRWO58M3/view
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The Digital Selling Movement: An Evolution of Change and Research OpportunitiesRobert M. Peterson (2017)https://drive.google.com/file/d/1cn6VE2017jYvVuILNSt30_Oyz9H58g4L/view
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The Roles and Responsibilities of the Inside Sales Force: A Strategic FrameworkDouglas, Hansen and Wittmann ( 2017)https://drive.google.com/file/d/1i-BckGvzpS90WmXsWsathsxRVINJWQXf/view
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Inside Sales Force and Gender: Mediating EffectsAnne Gottfried, Scott Ambrose and Richard Plank (2017)https://drive.google.com/file/d/1qW4169mLzCNsZ-bZjBdPOIVSpSLpFw12/view
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of Intrinsic Motivation on Sales Controls and Performance
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The future of SalesD. Boyce & C. Harrington (2024)https://resources.insidesales.com/wp-content/uploads/2020/11/article-FutureofSales.pdf
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