Abstract Sales research is increasingly recognizing the blending of salesperson responsibilities, the growing number of interactions involved in sales processes and activities, and the nonlinear nature of value (co)creation. This has resulted in a shift towards more holistic and systemic views to explain selling and sales related phenomena. We adopt such a view to examine broader social structures and argue that recognizing their overlapping and nested nature is important to understanding sales processes. To aid the investigation of social structure and theorizing more generally, the practice of examining levels of aggregation and theoretical abstraction is introduced. This practice can also in the framing of articles and identification of their contributions to the sales and broader literature.

中文翻译：

---

通过整体观点推进销售理论：社会结构如何构建销售

摘要 销售研究越来越认识到销售人员职责的混合、销售流程和活动中越来越多的交互以及价值（共）创造的非线性性质。这导致转向更全面和系统的观点来解释销售和销售相关现象。我们采用这种观点来检查更广泛的社会结构，并认为认识到它们的重叠和嵌套性质对于理解销售流程很重要。为了更广泛地帮助研究社会结构和理论，引入了检查聚合和理论抽象水平的实践。这种做法也可以在文章的框架和识别他们对销售和更广泛的文献的贡献。