Concepedia

Inside Sales Operations

Inside Sales Operations is a specialized function within sales operations that focuses on optimizing internally managed, technology-enabled sales activities conducted remotely, distinguished by its reliance on structured processes, data analytics, and digital tools to support scalable, high-volume sales efforts without face-to-face interaction.

10

Publications

340

Citations

27

Authors

18

Institutions

Publications per year

2017–2026

5

Parents

Publications

10

The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination

Adam Rapp, Lauren Skinner Beitelspacher, Niels Schillewaert et al. · Journal of Business Research · 2011 · 75 citations

, , +14

The role of lead management systems in inside sales performance

Alhassan Ohiomah, Pavel A. Andreev, Morad Benyoucef et al. · Journal of Business Research · 2019 · 62 citations

, , +9

Using Business Intelligence Tools to Help Manage Costs and Effectiveness of Business-to-Business Inside-Sales Programs

Guy Gessner, Richard A. Scott · Information Systems Management · 2009 · 40 citations

, , +15

Industrial distributor selling: The roles of outside and inside sales

James A. Narus, James C. Anderson · Industrial Marketing Management · 1986 · 36 citations

, , +12

Private business sales environments in the United Kingdom

Sue Birley, Paul Westhead · Journal of Business Venturing · 1990 · 31 citations

, , +11

1–5 of 10

Authors

27

  1. SH
    Sebastian Hohenberg

    The University of Texas at Austin, United States

    1 publications · 15 citations

    1

    h-index

  2. AO
    Alhassan Ohiomah

    University of Ottawa, Canada

    1 publications · 62 citations

    1

    h-index

  3. TL
    Thomas L. Baker

    University of Alabama, United States

    1 publications · 75 citations

    1

    h-index

  4. TR
    Theresa R. Morguet

    The University of Texas at Austin, United States

    1 publications · 15 citations

    1

    h-index

  5. RA
    Richard A. Scott

    University of Michigan, United States

    1 publications · 40 citations

    1

    h-index

1–5 of 27

Institutions

18

  1. University of Ottawa

    Ottawa, Canada

    1 h-index

    3 publications

    186 citations

  2. Canisius College

    Buffalo, United States

    1 h-index

    1 publications

    40 citations

  3. Imperial Valley College

    Imperial, United States

    1 h-index

    2 publications

    62 citations

  4. University of Jyväskylä

    Jyväskylä, Finland

    1 h-index

    1 publications

    20 citations

  5. Imperial College London

    London, United Kingdom

    1 h-index

    2 publications

    62 citations

  6. Kellogg's (Canada)

    Mississauga, Canada

    1 h-index

    1 publications

    36 citations

  7. DePaul University

    Chicago, United States

    1 h-index

    1 publications

    16 citations

  8. Clemson University

    Clemson, United States

    1 h-index

    1 publications

    75 citations

1–8 of 18

Venues

  1. Journal of Business Research

    JBR · 3 publications · 161 citations

    3

    h-index

  2. Industrial Marketing Management

    2 publications · 52 citations

    2

    h-index

  3. Journal of Business and Industrial Marketing

    1 publications · 20 citations

    1

    h-index

  4. Information Systems Management

    1 publications · 40 citations

    1

    h-index

  5. European Journal of Marketing

    EJM · 1 publications · 21 citations

    1

    h-index

1–5