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The state of selling & sales management research: a review and future research agenda
Journal of Marketing Theory and Practice Pub Date : 2021-01-10 , DOI: 10.1080/10696679.2020.1860680
Adam Rapp 1 , Lisa Beeler 1
Affiliation  

ABSTRACT

Sales research has been an on-going endeavor for over 100 years. With countless papers on the various sales-centric topics that have been authored, there are still massive gaps in the literature that require deeper examination. Therefore, the purpose of this paper is to review several areas of professional selling and sales management research and provide avenues ripe for future investigation. In order to accomplish this, we divide the literature into sales enablement (macro) and organizational behavior (micro) topics, while also considering the meso paradigm which suggests that many of these topical areas span different organizational levels. We first provide a brief review of the literature in the respective categories as divided. We then follow this review with several different subtopics for research and offer specific research questions. The article concludes with limitations of our review which can also be viewed as opportunities for future investigation.



中文翻译:

销售与销售管理研究现状:回顾与未来研究议程

摘要

100多年来,销售研究一直是一项持续不断的工作。关于以销售为中心的各种主题的论文不计其数,在文献中仍然存在巨大的空白,需要更深入的研究。因此,本文的目的是回顾几个专业销售和销售管理研究领域,并为将来的调查提供成熟的途径。为了实现这一目标,我们将文献分为销售能力(宏观)和组织行为(微观)两个主题,同时还考虑了介观范式,这表明许多此类主题领域跨越了不同的组织层次。我们首先简要回顾一下各个类别的文献。然后,我们在此评论后进行几个不同的子主题研究,并提出具体的研究问题。

更新日期:2021-03-09
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