Sales Influence Tactics in B2B Sales: A Systematic Literature Review and Future Research Directions
Files
Date
2025-01-07
Contributor
Advisor
Department
Instructor
Depositor
Speaker
Researcher
Consultant
Interviewer
Narrator
Transcriber
Annotator
Journal Title
Journal ISSN
Volume Title
Publisher
Volume
Number/Issue
Starting Page
4238
Ending Page
Alternative Title
Abstract
Sales influence tactics (SITs) are critical in persuading buyers, shaping their perceptions, and ultimately securing business deals in today's complex B2B sales landscape. This systematic review of 53 peer-reviewed articles synthesizes the current state of knowledge on SITs, highlighting the key themes, arguments, and emerging practices in sales influence literature. The analysis reveals the significance of buyer characteristics, salesperson attributes, and relational factors in determining the effectiveness of influence tactics. It emphasizes the importance of adapting tactics to diverse buyers and situations, fostering stronger relationships, and ultimately driving sales growth. Additionally, it highlights the need to understand how salespeople can develop the skills required to navigate the multifaceted landscape of modern sales influence in digital environments. The review identifies existing research gaps and suggests future research directions, focusing on influence over digital interactions, personalized data-driven tactics, and ethical AI use.
Description
Keywords
Electronic Marketing, adaptive selling, b2b sales, buyer-seller interactions, sales influence tactics
Citation
Extent
10
Format
Geographic Location
Time Period
Related To
Proceedings of the 58th Hawaii International Conference on System Sciences
Related To (URI)
Table of Contents
Rights
Attribution-NonCommercial-NoDerivatives 4.0 International
Rights Holder
Local Contexts
Collections
Email libraryada-l@lists.hawaii.edu if you need this content in ADA-compliant format.