Sales team value co-creation in turbulent markets: the role of team learning and agility

IF 4.4 Q2 BUSINESS

Journal of Marketing Theory and Practice Pub Date : 2023-09-18 DOI:10.1080/10696679.2023.2258266

Eddie Inyang, Omar S. Itani, Hayam Alnakhli, Juliana White

引用次数: 0

Abstract

ABSTRACTValue co-creation has emerged as a way for organizations to gain a competitive advantage and differentiate themselves from the competition. In the literature, a positive link has been found between value co-creation and firm performance. However, the impact of sales team value co-creation on performance has been largely unexplored. This study explores drivers of value co-creation by sales teams and its performance outcomes, with market turbulence as a contingency factor. Using a sample of 201 salespeople in 24 sales teams, the results indicate that when sales teams co-create value with customers, they can increase their sales performance. This effect is magnified when sales teams are working with customers operating in turbulent environments. Disclosure statementNo potential conflict of interest was reported by the author(s).

查看原文本刊更多论文

销售团队在动荡的市场中重视共同创造:团队学习和敏捷性的作用

【摘要】价值共同创造已经成为组织获得竞争优势和在竞争中脱颖而出的一种方式。在文献中，发现价值共同创造与企业绩效之间存在正相关关系。然而，销售团队价值共同创造对业绩的影响在很大程度上尚未得到探索。本研究探讨了销售团队共同创造价值的驱动因素及其绩效结果，并将市场动荡作为一个应急因素。以24个销售团队的201名销售人员为样本，结果表明，当销售团队与客户共同创造价值时，他们可以提高销售绩效。当销售团队在动荡的环境中与客户打交道时，这种影响会被放大。披露声明作者未报告潜在的利益冲突。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

求助全文

约1分钟内获得全文求助全文

来源期刊

Journal of Marketing Theory and Practice BUSINESS-

CiteScore

6.80

自引率

6.70%

发文量

期刊介绍： The Journal of Marketing Theory & Practice is devoted to the publication of peer-reviewed articles addressing substantive, managerial issues in marketing. In the context of developing, enhancing, and disseminating marketing knowledge, JMTP publishes both conceptual and empirical work, so long as the work provides strong implications for the managerial practice of marketing. Unlike other marketing journals that may be more focused on specific methodological approaches, deal with theoretical issues without regard to application, or represent various subfields of marketing, JMTP is positioned as a general marketing journal affording a quality outlet for more managerially-oriented research across the scope of the field.