解说词：销售队伍数字化成功的实践见解：学者视角

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2021-04-03 DOI:10.1080/08853134.2021.1919523

W. Cron, Artur Baldauf

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引用次数: 3

摘要

摘要Zoltners、Sinha、Sahay、Shastri和Lorimer（2021）的文章为销售数字化如何与组织成功相关提供了一个极好的宏观模型。此外，作者还为避免销售数字化计划中的陷阱和取得成功提供了建议。这篇文章的目的是通过讨论具体的模型和理论如何为这些联系的研究提供信息，包括复杂性领导理论、商业模型和上下文边界条件、基于资源的企业观和交易成本理论，促进未来对Zoltners等人文章中确定的这些联系的调查。

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Commentary: practical insights for sales force digitalization success: the scholar’s perspective

Abstract The Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article provides an excellent macro model of how sales digitization is related to organizational success. Additionally, the authors provide recommendations for avoiding pitfalls and achieving success in sales digitization programs. The intent of this article is to facilitate future research on these linkages identified in the Zoltners et al. article by discussing how specific models and theories might inform research on these linkages, including Complexity Leadership Theory, business models and contextual boundary conditions, a resource-based view of the firm, and Transaction Cost Theory.

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.