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

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 w...

Full description

Saved in:
Bibliographic Details
Published inMarketing Review St. Gallen Vol. 39; no. 4; pp. 54 - 62
Main Authors Schlipf, Matthias, Baumann, Michaela
Format Journal Article
LanguageEnglish
Published St.Gallen Thexis Verlag 2022
Online AccessGet full text

Cover

More Information
Summary: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.
ISSN:1865-7516