@incollection{, 4098E91388402474FB655CF381DF915A , author={{Vincent Bien G.Ng} and {University of Rizal System - Antipolo Rizal Campus}}, journal={{Global Journal of Management and Business Research}}, journal={{GJMBR}}2249-45880975-585310.34257/GJMBR, address={Cambridge, United States}, publisher={Global Journals Organisation}20183741 } @book{b0, , title={{Improving marketing success: The role of tacit knowledge exchange between sales and marketing, Science Direct ®}} , author={{ DBArnette } and { CMWittman }} 10.1016/j.jbusres.2013.01.018 , publisher={Elsevier B. V., USA} } @incollection{b1, , title={{Sales Team Resources for Market-Driven Behaviors, Norms, and Performance: An Extended Abstract}} , author={{ DGBachrach } and { RRMullins } and { AARapp }} 10.1007/978-3-319-47331-4_126 , booktitle={{Marketing at the Confluence between Entertainment and Analytics. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ PRossi } , publisher={Springer} , year={2017} } @book{b2, , title={{}} , author={{ MBaldoni } and { CBaroglio } and { OBoissier } and { KMMay } and { RMicalizio } and { STedeschi }} , year={2018} } @incollection{b3, , title={{Accountability and Responsibility in Agent Organizations}} 10.1007/978-3-030-03098-8_16 , booktitle={{PRIMA 2018: Principles and Practice of Multi-Agent Systems. PRIMA 2018}} , booktitle={{Lecture Notes in Computer Science}} , editor={ TMiller NOren YSakurai INoda BSavarimuthu CaoSon T } , publisher={Springer} 11224 } @book{b4, , author={{ EPBecerra }} 10.1007/978-3-319-11848-2_14 , title={{Accountability in the Buyer-Seller Relationship: Understanding the Influence of Culture on Buyer'S Accountability to the Supplier Firm'S Salesperson}} , editor={ HSpotts } , publisher={Springer} , year={2015} , note={Creating and Delivering Value in Marketing. Developments in Marketing Science: Proceedings of the Academy of Marketing Science} } @incollection{b5, , title={{Accountability in Assertive Decisions Making}} , author={{ ALBonilla-Hernández }} 10.1007/978-3-030-50791-6_18 , booktitle={{Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing}} , editor={ JKantola SNazir VSalminen } , publisher={Springer} , year={2020} 1209 } @incollection{b6, , title={{Raw Materials Management for Time Dependent Supply Chain Network}} , author={{ AChatterjee } and { MRong }} 10.1007/978-981-13-3140-4_61 , booktitle={{Advanced Informatics for Computing Research. ICAICR}} , editor={ ALuhach DSingh PAHsiung KHawari PLingras PSingh } Singapore , publisher={Springer} , year={2019. 2018} 955 } @incollection{b7, , title={{Analyst forecasts: sales and profit margins}} , author={{ CS ACheng } and { KC KChu } and { JOhlson }} 10.1007/s%2011142-019-09521-z , journal={{Rev Account Stud}} 25 , year={2020} } @incollection{b8, , title={{A case study on strategies to deal with the impacts of COVID-19 pandemic in the food and beverage industry}} , author={{ MChowdhury } and { ASarkar } and { SKPaul }} 10.1007/s12063-020-00166-9 , journal={{Oper Manag Res}} , year={2020} } @incollection{b9, , title={{The strategic role of the sales force: perceptions of senior sales executives}} , author={{ WLCron } and { ABaldauf } and { TWLeigh }} 10.1007/s11747-014-0377-6 , journal={{J. of the Acad. Mark. Sci}} 42 , year={2014} } @incollection{b10, , title={{What Sales People do: Observations of Successful Behaviors in Live Sales Meetings}} , author={{ IADavies } and { KLMeunier-Fitzhugh } and { LJRyals }} , booktitle={{Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ JrLRobinson } the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: the Academy of Marketing Science , year={2015} } @book{b11, , title={{}} , author={{ ChamSpringer }} 10.1007/978-3-319-10864-3_63 } @incollection{b12, , title={{How Service Differentiation at the Store Level Impacts B2B Performance? Product-Service Interplay Implications for Sales and Market Share in an Emerging Market}} , author={{ DeAlmeida } and { MI SPorto } and { RBCoelho } and { RL F }} , booktitle={{Marketing at the Confluence between Entertainment and Analytics. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ PRossi } , year={2017} } @book{b13, , title={{}} , author={{ ChamSpringer }} 10.1007/978-3-319-47331-4_298 } @book{b14, , title={{Managing Your Data Sciences Projects: Learn Salesmanship, Presentation and Maintenance of Completed Models}} , author={{ RDe Graaf }} 10.1007/978-1-4842-4907-9 , year={2019} , publisher={Springer} , address={New York, NY} } @incollection{b15, , title={{The Influence of Sales Control Systems on Salespeople's Adaptive Knowledge, Selling Behaviors and Sales Performance: An Investigation of Individual and Contextual Effects}} , author={{ FredMiao } and { CEvans } and { KR }} 10.1007/978-3-319-10864-3_65 , booktitle={{Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ JrLRobinson } the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: the Academy of Marketing ScienceCham , publisher={Springer} , year={2015} } @incollection{b16, , title={{Sales Promotion Activities -Effective Tool of Marketing Communication Mix}} , author={{ EvgeniGenchev } and { GerganaTodorova }} 10.2139/ssrn.3089894 , booktitle={{Available at SSRN}} , year={December 18, 2017} } @incollection{b17, , title={{Managing the sales force through the unexpected exogenous COVID-19 crisis}} , author={{ NNHartmann } and { BLussier }} 10.1016/j.indmarman.2020.%2005.005 , journal={{ScienceDirect ®}} , year={2019} , publisher={Elsevier B. V., USA} } @incollection{b18, , title={{) the Sales Team}} , author={{ SHase } and { CBusch }} , booktitle={{The Quintessence of Sales. Quintessence Series}} , year={2018} } @book{b19, , title={{}} , author={{ ChamSpringer }} 10.1007/978-3-319-61174-7_5 } @book{b20, , title={{Design for the Values of Accountability and Transparency}} , author={{ JHulstijn } and { BBurgemeestre }} 10.1007/978-94-007-6994-6_12-1 , editor={van den Hoven J., Vermaas P., van de Poel I.} , year={2014} , publisher={Springer} , address={Dordrecht} , note={Handbook of Ethics, Values, and Technological Design} } @incollection{b21, , title={{Framework for measuring performance of the sales and operations planning process}} , author={{ HHulthén } and { DNäslund } and { ANorrman }} 10.1108/IJPDLM-05-2016-0139 , journal={{International Journal of Physical Distribution & Logistics Management}} 46 9 , year={2016} } @incollection{b22, , title={{Dynamically Adapting Sales Influence Tactics in E-Commerce}} , author={{ MKaptein } and { PParvinen }} 10.1007/978-3-319-10912-1_146 , booktitle={{Marketing Dynamism & Sustainability: Things Change, Things 21. Stay the Same?. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ JrLRobinson } , publisher={Springer} , year={2015} } @book{b23, , title={{Group Accountability: A Review and Extension of Existing Research}} , author={{ C YKuo } and { VStewart }} 10.1177/1046496417712438 , year={2017} , address={Dublin, Ireland} } @incollection{b24, , title={{2019) the Role Competency Matrix}} , author={{ MKuruba }} 10.1007/978-981-13-7972-7_5 , journal={{Role Competency Matrix}} , publisher={Springer} } @book{b25, , title={{Using Microsoft Dynamics 365 for Finance and Operations}} , author={{ ALuszczak }} 10.1007/978-3-658-24107-0_4 , year={2019} , publisher={Springer Vieweg} , address={Wiesbaden} , note={Sales and Distribution} } @incollection{b26, , title={{Competency-Based Talent Management--An Effective Management Tool}} , author={{ TMadhavi } and { RMehrotra }} 10.1007/978-981-13-7091-5_27 , booktitle={{Proceedings of the Third International Conference on Microelectronics, Computing and Communication Systems}} , booktitle={{Lecture Notes in Electrical Engineering}} , editor={ VNath JMandal } the Third International Conference on Microelectronics, Computing and Communication SystemsSingapore , publisher={Springer} , year={2019} 556 } @incollection{b27, , title={{Process Accountability as a De-Escalation Technique, How Time Moderates the Dual Role of Information Search}} , author={{ KMoser } and { H-GWolff } and { RSoucek }} 10.1027/18665888/a000245 , journal={{Journal of Personnel Psychology}} 27 , year={2020. 2020} , publisher={Hogrefe Publishing} } @book{b28, , title={{EXECUTING A WINNING SALES STRATEGY AT 3L COILS}} , author={{ NealeGO'connor } and { AnneWu }} , year={2020} } @book{b29, , title={{}} , author={{ Researchgate }} } @incollection{b30, , title={{Investing Human Capital}} , author={{ PPaleri }} 10.1007/978-981-10-6024-3_9 981-10-6024-3_9 , booktitle={{Human Investment Management}} Singapore , publisher={Springer} , year={2018} } @incollection{b31, , title={{Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty}} , author={{ EBPullins } and { MRoehm } and { HRoehm }} , booktitle={{Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ DSharma SBorna } the 2007 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: the Academy of Marketing Science , year={2015} } @book{b32, , title={{}} , author={{ ChamSpringer }} 10.1007/978-3-319-11806-2_86 } @incollection{b33, , title={{Impact of CRM on sales Performance for virtual sales professionals}} , author={{ MRodriguez } and { FYim }} , booktitle={{Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ DDeeter-Schmelz } the 2010 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: the Academy of Marketing Science , year={2015} } @book{b34, , title={{}} , author={{ ChamSpringer }} 10.1007/978-3-319-11797-3_146 } @book{b35, , title={{International Distribution. In: Distribution Planning and Control}} , author={{ DFRoss }} 10.1007/978-1-4899-7578-2_14 , year={2015} , publisher={Springer} , address={NewYork, NY} } @incollection{b36, , title={{Horizontal Accountability to Prevent Corruption}} , author={{ NHSakib }} 10.1007/978-3-319-31816-5_3930-1 , booktitle={{Global Encyclopedia of Public Administration, Public Policy, and Governance}} , editor={ AFarazmand } , publisher={Springer} , year={2020} } @book{b37, , title={{Business Strategy and The Environment}} , author={{ SamuelRoscoe } and { NachiappanSubramanian } and { RominaPrifti } and { LinWu }} 10.1002/bse.2594 , year={2020} , publisher={ERP Environment and John Wiley & Sons Ltd} } @incollection{b38, , title={{The role of management control systems in situations of institutional complexity}} , author={{ USchäffer } and { EStrauss } and { CZecher }} 10.1108/QRAM-01-2015-0010 , journal={{Qualitative Research in Accounting & Management}} 12 4 , year={2015} } @incollection{b39, , title={{The Effects of Informal Sales Management Controls on the Learning and Entrepreneurial Orientation Within Sales}} , author={{ SSpillecke } and { MBrettel }} 10.1007/978-3-319-50008-9_90 , booktitle={{The Customer is NOT Always Right? Marketing Orientationsin a Dynamic Business World. Developments in Marketing Science: Proceedings of the Academy of Marketing Science}} , editor={ CLCampbell } , publisher={Springer} , year={2017} } @incollection{b40, , title={{Ancient Art of War Style Management at Huawei Technologies Co., Ltd}} , author={{ YSu } and { LChen }} 10.1007/978-3-642-35214-0_6 , booktitle={{Modern Oriental Corporate Culture}} Berlin, Heidelberg , publisher={Springer} , year={2014} } @incollection{b41, , title={{Impact of Covid-19 on Digital Transformation and Sustainability in Small and Medium Enterprises (SMEs): A Conceptual Framework}} , author={{ IndriastutiMWinarsih } and { KFuad }} 10.1007/978-3-030-50454-0_48 , booktitle={{Complex, Intelligent and Software Intensive Systems. CISIS 2020. Advances in Intelligent Systems and Computing}} , editor={ LBarolli APoniszewska-Maranda TEnokido } , publisher={Springer} , year={2021} 1194 } @book{b42, , title={{Accountability-Based Compliance Control of Collaborative}} , author={{ JYao } and { SChen } and { DLevy }} , year={2014} } @book{b43, 10.1007/978-3-642-38586-5_12 , title={{Security, Privacy and Trust in Cloud Systems}} , editor={ SNepal MPathan } Berlin, Heidelberg , publisher={Springer} , note={Business Processes in Cloud Systems} }