{"id":"https://openalex.org/W3194084348","doi":"https://doi.org/10.1007/978-3-030-66916-4_14","title":"Selling and Sales Management","display_name":"Selling and Sales Management","publication_year":2021,"publication_date":"2021-01-01","ids":{"openalex":"https://openalex.org/W3194084348","doi":"https://doi.org/10.1007/978-3-030-66916-4_14","mag":"3194084348"},"language":"en","primary_location":{"id":"doi:10.1007/978-3-030-66916-4_14","doi":"https://doi.org/10.1007/978-3-030-66916-4_14","is_oa":false,"landing_page_url":"https://doi.org/10.1007/978-3-030-66916-4_14","pdf_url":null,"source":{"id":"https://openalex.org/S4210180735","display_name":"Springer texts in business and economics","issn_l":"2192-4333","issn":["2192-4333","2192-4341"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319972","host_organization_name":"Springer International Publishing","host_organization_lineage":["https://openalex.org/P4310319972","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer International Publishing","Springer Nature"],"type":"book series"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Springer Texts in Business and Economics","raw_type":"book-chapter"},"volume":{"id":"https://openalex.org/W4252752074","display_name":"Marketing Management"},"type":"book-chapter","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5112100238","display_name":"Michael R. Czinkota","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I184565670","display_name":"Georgetown University","ror":"https://ror.org/05vzafd60","country_code":"US","type":"education","lineage":["https://openalex.org/I184565670"]},{"id":"https://openalex.org/I20581793","display_name":"University of Kent","ror":"https://ror.org/00xkeyj56","country_code":"GB","type":"education","lineage":["https://openalex.org/I20581793"]}],"countries":["GB","US"],"is_corresponding":true,"raw_author_name":"Michael R. Czinkota","raw_affiliation_strings":["Graduate School and McDonough School, Georgetown University, Washington, DC, USA","International Business and Strategy, University of Kent, Canterbury, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Graduate School and McDonough School, Georgetown University, Washington, DC, USA","institution_ids":["https://openalex.org/I184565670"]},{"raw_affiliation_string":"International Business and Strategy, University of Kent, Canterbury, UK","institution_ids":["https://openalex.org/I20581793"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5011312404","display_name":"Masaaki \u201cMike\u201d Kotabe","orcid":"https://orcid.org/0000-0002-1078-4844","observed_orcids":["https://orcid.org/0000-0002-1078-4844"]},"institutions":[{"id":"https://openalex.org/I117965899","display_name":"University of Hawai\u02bbi at M\u0101noa","ror":"https://ror.org/01wspgy28","country_code":"US","type":"education","lineage":["https://openalex.org/I117965899"]},{"id":"https://openalex.org/I150744194","display_name":"Waseda University","ror":"https://ror.org/00ntfnx83","country_code":"JP","type":"education","lineage":["https://openalex.org/I150744194"]}],"countries":["JP","US"],"is_corresponding":false,"raw_author_name":"Masaaki Kotabe","raw_affiliation_strings":["Professor of Marketing and International Business, Waseda University, Tokyo, Japan","University of Hawaii at Manoa, Honolulu, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Professor of Marketing and International Business, Waseda University, Tokyo, Japan","institution_ids":["https://openalex.org/I150744194"]},{"raw_affiliation_string":"University of Hawaii at Manoa, Honolulu, USA","institution_ids":["https://openalex.org/I117965899"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5040844824","display_name":"Demetris Vrontis","orcid":"https://orcid.org/0000-0001-7570-6241","observed_orcids":["https://orcid.org/0000-0001-7570-6241"]},"institutions":[{"id":"https://openalex.org/I17389662","display_name":"University of Nicosia","ror":"https://ror.org/04v18t651","country_code":"CY","type":"education","lineage":["https://openalex.org/I17389662"]}],"countries":["CY"],"is_corresponding":false,"raw_author_name":"Demetris Vrontis","raw_affiliation_strings":["Professor of Strategic Marketing Management, Vice Rector for Faculty and Research, University of Nicosia, Nicosia, Cyprus"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Professor of Strategic Marketing Management, Vice Rector for Faculty and Research, University of Nicosia, Nicosia, Cyprus","institution_ids":["https://openalex.org/I17389662"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5089743789","display_name":"S. M. Riad Shams","orcid":"https://orcid.org/0000-0001-8007-7400","observed_orcids":["https://orcid.org/0000-0001-8007-7400"]},"institutions":[{"id":"https://openalex.org/I32394136","display_name":"Northumbria University","ror":"https://ror.org/049e6bc10","country_code":"GB","type":"education","lineage":["https://openalex.org/I32394136"]}],"countries":["GB"],"is_corresponding":false,"raw_author_name":"S. M. Riad Shams","raw_affiliation_strings":["Senior Lecturer in Marketing, Newcastle Business School, Northumbria University, Newcastle upon Tyne, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Senior Lecturer in Marketing, Newcastle Business School, Northumbria University, Newcastle upon Tyne, UK","institution_ids":["https://openalex.org/I32394136"]}]}],"institutions":[],"countries_distinct_count":4,"institutions_distinct_count":6,"corresponding_author_ids":["https://openalex.org/A5112100238"],"corresponding_institution_ids":["https://openalex.org/I184565670","https://openalex.org/I20581793"],"apc_list":null,"apc_paid":null,"fwci":16.5365,"has_fulltext":false,"cited_by_count":23,"citation_normalized_percentile":{"value":0.99265706,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":null,"issue":null,"first_page":"649","last_page":"693"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.8657000064849854,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.8657000064849854,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.06639999896287918,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10910","display_name":"Corporate Governance and Management","score":0.024000000208616257,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.9509999752044678},{"id":"https://openalex.org/keywords/spatial-planning","display_name":"spatial planning","score":0.7170000076293945},{"id":"https://openalex.org/keywords/sales-forecasting","display_name":"sales forecasting","score":0.44600000977516174},{"id":"https://openalex.org/keywords/prospecting","display_name":"prospecting","score":0.7609999775886536},{"id":"https://openalex.org/keywords/sales-team-management","display_name":"sales team management","score":0.6000000238418579},{"id":"https://openalex.org/keywords/sales-compensation","display_name":"sales compensation","score":0.6069999933242798},{"id":"https://openalex.org/keywords/salesperson-motivation","display_name":"salesperson motivation","score":0.5699999928474426},{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.5630000233650208},{"id":"https://openalex.org/keywords/salesperson-recruitment","display_name":"salesperson recruitment","score":0.5690000057220459},{"id":"https://openalex.org/keywords/relationship-marketing","display_name":"relationship marketing","score":0.6650000214576721},{"id":"https://openalex.org/keywords/account-planning","display_name":"account planning","score":0.9890000224113464},{"id":"https://openalex.org/keywords/industrial-sales","display_name":"industrial sales","score":0.718999981880188},{"id":"https://openalex.org/keywords/export-sales","display_name":"export sales","score":0.4580000042915344},{"id":"https://openalex.org/keywords/downsizing","display_name":"downsizing","score":0.781000018119812}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6671121120452881}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1007/978-3-030-66916-4_14","doi":"https://doi.org/10.1007/978-3-030-66916-4_14","is_oa":false,"landing_page_url":"https://doi.org/10.1007/978-3-030-66916-4_14","pdf_url":null,"source":{"id":"https://openalex.org/S4210180735","display_name":"Springer texts in business and economics","issn_l":"2192-4333","issn":["2192-4333","2192-4341"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319972","host_organization_name":"Springer International Publishing","host_organization_lineage":["https://openalex.org/P4310319972","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer International Publishing","Springer Nature"],"type":"book series"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Springer Texts in Business and Economics","raw_type":"book-chapter"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":26,"referenced_works":["https://openalex.org/W189291605","https://openalex.org/W562625873","https://openalex.org/W567171272","https://openalex.org/W579375794","https://openalex.org/W587534471","https://openalex.org/W640596567","https://openalex.org/W847431122","https://openalex.org/W1594306964","https://openalex.org/W1606153841","https://openalex.org/W1995863820","https://openalex.org/W2009519403","https://openalex.org/W2030119363","https://openalex.org/W2040236276","https://openalex.org/W2048650853","https://openalex.org/W2055077430","https://openalex.org/W2073873419","https://openalex.org/W2080543751","https://openalex.org/W2085693345","https://openalex.org/W2126155986","https://openalex.org/W2134914654","https://openalex.org/W2137247419","https://openalex.org/W2138123110","https://openalex.org/W2303165085","https://openalex.org/W3027359445","https://openalex.org/W4297081765","https://openalex.org/W6615959830"],"related_works":["https://openalex.org/W4243426084","https://openalex.org/W620122638","https://openalex.org/W1564094056","https://openalex.org/W2480182308","https://openalex.org/W4235360845","https://openalex.org/W1583165765","https://openalex.org/W2544632641","https://openalex.org/W621203719","https://openalex.org/W2031446335","https://openalex.org/W4230580731"],"abstract_inverted_index":null,"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":2},{"year":2023,"cited_by_count":4},{"year":2022,"cited_by_count":4},{"year":2021,"cited_by_count":2},{"year":2018,"cited_by_count":2},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":3},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2021-08-30T00:00:00"}