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Effectual selling in service ecosystems
Journal of Personal Selling & Sales Management Pub Date : 2020-10-01 , DOI: 10.1080/08853134.2020.1834865
Hao Wang 1 , Wyatt A. Schrock 2 , Anand Kumar 3 , Douglas E. Hughes 4
Affiliation  

Abstract This research draws on effectuation theory and service dominant logic to develop the concept of effectual selling. Effectual selling is focused on resource integration, stakeholder interaction, and value co-creation under environmental uncertainty. The effectual selling perspective developed here is consistent with the emerging service ecosystem view. As such, it is holistic and dynamic. Broadly, this investigation represents the longstanding and continuous effort to understand and articulate the important and evolving role of the salesperson. Several testable propositions are developed to facilitate further study of effectual selling behavior. Guided by the motivation, opportunity, ability (MOA) framework, the propositions suggest different salesperson characteristics, sales manager leader behaviors, and firm-level characteristics that will drive effectual selling behavior.

中文翻译:

服务生态系统中的有效销售

摘要 本研究借鉴效果理论和服务主导逻辑发展出效果销售的概念。有效销售侧重于环境不确定性下的资源整合、利益相关者互动和价值共创。这里开发的有效销售观点与新兴的服务生态系统观点是一致的。因此,它是整体的和动态的。从广义上讲,这项调查代表了长期和持续的努力,以了解和阐明销售人员的重要和不断发展的角色。开发了几个可测试的命题,以促进对有效销售行为的进一步研究。在动机、机会、能力 (MOA) 框架的指导下,这些命题暗示了不同的销售人员特征、销售经理领导行为、
更新日期:2020-10-01
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