Gamifying B2B Sales - An Analysis of the Status Quo and Potential for Gamification within Sales

Matthias Schlipf and Michaela Baumann

Marketing Review St.Gallen, 2022, vol. 39, issue 4, 54-62

Abstract: By means of expert interviews and an online survey experiment among sales representatives, the positive potential of using gamification applications within B2B sales is shown. Based on the empirical results and a derived B2B sales framework, recommendations which gamification elements to apply for which business type and sales phase are presented.

Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:zbw:hsgmrs:276199

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