Coleção de Artigos Acadêmicos

Resultados da Pesquisa

Agora exibindo 1 - 4 de 4

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
(2024) Rouziou, Maria; Bolander, Willy; Karen Peesker; Hautamäki, Pia; Rangarajan, Deva; Samaraweera, Manoshi; Bullemore, Jorge; Klein, Michel; Agnihotr, Raj; Jensen, Karina Burgdorff; Fournier, Christophe; DANNY PIMENTEL CLARO; Gonzalez, Gabriel R.; Guenzi, Paolo; Kadić-Maglajlić, Selma; Lai-Bennejean, Christine; Palomino-Tamayo, Walter; Ryals, Lynette; CARLA SOFIA DIAS MOREIRA RAMOS; Salas, Jim; Shi, Huanhuan; Squire, Philip; Westphal, Jörg
In the context of the global crisis presented by the COVID-19 pandemic, the authors investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, the authors convened the first, to their knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing 27 nations. This inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. The results simultaneously validate certain emerging concepts on a global scale (e.g., customer success management, bricolage) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.
How intrafirm intermediary salespeople connect sales to marketing and product development
(2019) DANNY PIMENTEL CLARO; Gonzalez, Gabriel R.
Synergistic effects of relationship managers’ social networks on sales performance
(2014) Gonzalez, Gabriel R.; DANNY PIMENTEL CLARO; Palmatier, Robert W.
Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance
(2020) DANNY PIMENTEL CLARO; CARLA SOFIA DIAS MOREIRA RAMOS; Gonzalez, Gabriel R.; Palmatier, Robert W.
This article explores the impact of key salesperson-to-salesperson relationship characteristics on the success of salespeople as they gain tenure in their firm. Focusing on newcomer sales people and leveraging socialization theory, the authors investigate the influence of relational exchanges that salespeople engage in with their peers (unilateral and reciprocal exchanges) and their position in salesperson relational structures (teaming and spanning structures) on their objective sales performance over time. Integrating results from two studies, one that uses a longitudinal sample (three-year period) of salespeople from a single firm and another that relies on a sample of salespeople across three industries, the authors provide strong evi dence for the differential roles of teaming and spanning structures on salesperson sales growth over time. Specifically, newcomer salespeople immediately benefit from being part of teaming structures, because these highly interconnected relational structures support individual social ization. As salespeople gain tenure, the effects of being part of teaming structures diminish, while being part of spanning structures becomes more beneficial. Moreover, spanning struc tures help newcomers offset the negative impact of teaming over their tenure. This study also isolates relational exchanges (unilateral and reciprocal) as precursors of teaming and span ning structures and identifies key contingencies of the effect of relational structures on performance.

Coleção de Artigos Acadêmicos

Navegar

Filtros

Configurações

Ordenar por

Resultados por página

Resultados da Pesquisa