scholarly journals Salesforce responsive roles in turbulent times: case studies in agility selling

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Benoit Bourguignon ◽  
Harold Boeck ◽  
Thomas Brashear Alejandro
Keyword(s):  
Case Studies ◽  
Critical Events ◽  
Content Type ◽  
Turbulent Times ◽  
Sales Organizations ◽  
Research Opportunity ◽  
Negative Effect ◽  
Business To Business ◽  
Depth Interviews ◽  
Practical Implications

Purpose Salespeople are at the forefront of the external environment where they act as the first responders to critical events and their resulting business turbulence. How the salesforce responds to turbulence is, therefore, of great interest both theoretically and in practice. The paper aims to rekindle interest in agility selling, which is the most adequate behavioral sales model to exploit environmental uncertainty. Design/methodology/approach An organizational autoethnography complemented with data from in-depth interviews with key salespeople involved in turbulence resulted in the development of eight case studies. Findings Salespeople use agility selling through four possible responsive roles. They amplify, innovate, cooperate or mitigate turbulence to exploit its ensuing opportunity or minimize its negative effect for both the supplier and the customer. The article enhances the agility selling model by putting three core abilities in the forefront: (1) forecasting turbulence from critical events, (2) responding to changes quickly and adequately and (3) exploiting changes as opportunities. Research limitations/implications The article argues that critical events are the cause of the turbulence that the salesforce must deal with before it hits the dyad. Agility selling represents an untapped research opportunity in business-to-business sales, and sales management, as well as within the overall agile organization. Practical implications Sales organizations would greatly benefit in implementing training of agility selling’s core abilities because responsiveness is a valuable tool for salespeople in times of turbulence. Originality/value The study is the first to empirically demonstrate the existence of agility selling.

scholarly journals Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Bert Paesbrugghe ◽  
Johanna Vuori ◽  
Heidi Kock
Keyword(s):  
Direct Marketing ◽  
Personal Selling ◽  
Marketing Channels ◽  
Future Research ◽  
Content Type ◽  
Sales Organization ◽  
Sales Organizations ◽  
Business To Business ◽  
Depth Interviews ◽  
Practical Implications

Purpose Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of purchases. Design/methodology/approach Using thematic analysis, this study conducted 35 in-depth interviews with business-to-business buyers and salespeople on the changing buyers’ sourcing needs. Findings In line with buyer enablement, buyers prefer personal selling when they perceive the sales offer as highly risky for the buying organization, whereas they have a strong preference for a direct marketing approach by the selling firm when they are purchasing low-risk purchases. Research limitations/implications This paper is a qualitative study. Future research should collect secondary company data to validate the results. Practical implications This paper addresses the buyer’s sourcing needs and presents how direct marketing channels and personal selling should be balanced to increase the return on salesforce resources. Originality/value This is one of the first studies to examine how sales organizations can create value by facilitating the buying process. Depending on the buyer’s categorization of the sales offer, this study highlights how a choice between direct marketing or personal selling improves the buyer’s perception of the sales organization.

Navigating turbulent times with a smart knowledge strategy

2017 ◽  
Vol 33 (8) ◽  
pp. 14-16
Keyword(s):  
Case Studies ◽  
Current Literature ◽  
Design Methodology ◽  
Reading Time ◽  
Integrated Approach ◽  
Content Type ◽  
Knowledge Strategy ◽  
Turbulent Times ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings The study provides a critical reading of the current literature. Also, it proposes an integrated approach that sees planning as a continuous effort of learning and adapting to needs and opportunities that dynamically emerge from daily practices. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Innovating resilience

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
James Andrew Robertson
Keyword(s):  
Case Studies ◽  
Economic Crisis ◽  
Reading Time ◽  
Cutting Edge ◽  
Content Type ◽  
Negative Effect ◽  
Pertinent Information ◽  
Practical Implications

Purpose: This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design: This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings: Organizational areas which deal with innovation are often the first to see costs cut when an economic crisis emerges. Yet this can actually have a dramatic negative effect on recovery after a crisis, compared to cutting costs elsewhere. Originality: The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

scholarly journals Process validation: coping with three dilemmas in process-based single-case research

2018 ◽  
Vol 33 (4) ◽  
pp. 539-549 ◽  
Author(s):  
Poul Houman Andersen ◽  
Anna Dubois ◽  
Frida Lind
Keyword(s):  
Case Studies ◽  
Single Case ◽  
Research Quality ◽  
Process Validation ◽  
Content Type ◽  
B2b Marketing ◽  
Case Research ◽  
Single Case Research ◽  
Business To Business ◽  
Practical Implications

Purpose Recent research suggests that the interest in process-based single-case studies is increasing in business-to-business (B2B) marketing. This paper aims to discuss research validity issues and dilemmas encountered by process-based single-case researchers in B2B marketing. Design/methodology/approach This is a methodology paper that builds on an integration of experiences, ideas and literature. Findings In the paper, three dilemmas are suggested that researchers need to deal with in process-based single-case research. These relate to the casing process: crafting the case, communicating the case and describing the process of the study. Furthermore, process validation is suggested as a research quality concept concerned with how these dilemmas are handled. Research limitations implications Based on the notion of process validation, the authors provide suggestions for how casing, as a process-based single-case approach, can be conveyed and advanced in its own right. Practical implications This study can be used to convey insights that can help new and experienced researchers in conducting single-case studies in B2B. Originality/value Coping with issues of research quality in B2B marketing is of relevance to researchers dealing with process-based single-case research and process validation issues, as well as to journal reviewers evaluating the qualities of process-based single-case research.

Uncovering the silent language of waiting

2016 ◽  
Vol 30 (4) ◽  
pp. 427-436 ◽  
Author(s):  
Maria del Mar Pàmies ◽  
Gerard Ryan ◽  
Mireia Valverde
Keyword(s):  
Waiting Times ◽  
Content Type ◽  
Customer Base ◽  
Cultural Aspects ◽  
Service Guarantees ◽  
Negative Effect ◽  
Overall Evaluation ◽  
Different Cultures ◽  
Depth Interviews ◽  
Practical Implications

Purpose Waiting in services commonly reduces customer satisfaction and has a considerable and enduring negative effect on the overall evaluation of a service. Waiting may even lead consumers to abandon a service or to avoid that service on future occasions. This paper aims to advance the understanding of the role played by culture in shaping the perceptions of waiting in services. In doing so, the study aims to demonstrate that solutions for managing waiting in services should be culturally appropriate. Design/methodology/approach This study uses in-depth interviews and consumer diaries. The sample includes expatriates from most continents living in Catalonia, Spain. Findings The study confirms existing theories on cultural differences in time orientations in a services marketing context. It uncovers a range of culture-bound rules of waiting and differences in cultural interpretations of what it means to wait and even whether waiting is occurring or not. Practical implications This study questions the applicability of some standard waiting solutions across cultural contexts. Companies that operate in different cultures should consider their approach to managing waiting times according to the cultural time orientations of their customer base. The cultural aspects of time-based service guarantees and time-rationing strategies are considered. Originality/value This paper takes an innovate approach to “uncovering” the implicit rules of waiting by asking expatriate consumers about their waiting experiences while living abroad. Expatriates are in a unique position to identify these differences, as they have a cultural point of comparison with their home countries.

Innovation in micro enterprises: reality or fiction?

2016 ◽  
Vol 23 (2) ◽  
pp. 349-362 ◽  
Author(s):  
Ultan Faherty ◽  
Simon Stephens
Keyword(s):  
Case Studies ◽  
Design Methodology ◽  
Government Support ◽  
Content Type ◽  
Marketing Innovation ◽  
Innovation Activities ◽  
Innovation Practices ◽  
Depth Interviews ◽  
Practical Implications ◽  
Micro Enterprises

Purpose – Although there is significant literature on innovation activities in large and medium-sized enterprises, studies that report on innovation practices in micro enterprises are lacking. The purpose of this paper is to explore three issues: understanding of the term “innovation”, innovation practice(s) and how innovation can be effectively measured. Design/methodology/approach – The 12 case studies presented in this paper involve micro enterprises based in Ireland. Data collected during depth interviews provide insights into understanding, practices, motivations, behaviours and attitudes relating to innovation. Findings – Although awareness of innovation theories, processes and procedures is found to be low, all of the micro enterprises studied engage in a range of innovation activities across products, processes, people and marketing. Innovation is important to the development of the enterprises; however, innovation is not a managed or systematic process, and this is often due to lack of resources. Practical implications – This paper presents six recommendations which are of use to academics, micro enterprises and government support agencies. These recommendations include making changes to the service provided by support agencies, simplifying innovation, developing an innovation brokering facility, and improving the design/delivery of innovation programmes. Originality/value – The paper enriches understanding of the experience of participants through the use of narrative structuring, and augments knowledge on the innovation practices of micro enterprises.

Building a corporate reputation

2014 ◽  
Vol 30 (4) ◽  
pp. 21-23
Keyword(s):  
Case Studies ◽  
Corporate Reputation ◽  
Design Methodology ◽  
Reading Time ◽  
Social Impact ◽  
Content Type ◽  
Social Initiative ◽  
Negative Effect ◽  
Pertinent Information ◽  
Practical Implications

Purpose – This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings – CR is an imperative business issue, since a firm's reputation is a crucial link between social initiative and profitability and it is a difficult resource to create. When making decisions about actions that can affect stakeholders it is very important for the organization to know and understand the needs of its stakeholders, and ensure that strategies are executed successfully, in order to avoid a negative effect in CR. Practical implications – The paper provides strategic insights and practical thinking that have influenced some of the world's leading organizations. Social implications – The paper provides strategic insights and practical thinking that can have a broader social impact. Originality/value – The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Consumer value creation through WhatsApp use

2019 ◽  
Vol 32 (4) ◽  
pp. 455-471
Author(s):  
Jorge Cruz-Cárdenas ◽  
Jorge Guadalupe-Lanas ◽  
Ekaterina Zabelina ◽  
Andrés Palacio-Fierro ◽  
Margarita Velín-Fárez ◽  
...  
Keyword(s):  
Latin American ◽  
Value Creation ◽  
Emotional Support ◽  
Design Methodology ◽  
Instant Messaging ◽  
Role Performance ◽  
Content Type ◽  
Consumer Value ◽  
Depth Interviews ◽  
Practical Implications

Purpose The purpose of this paper is to understand in-depth how consumers create value in their lives using WhatsApp, the leading mobile instant messaging (MIM) application. Design/methodology/approach The study adopts the perspective of customer-dominant logic (CDL) and uses a qualitative multimethod design involving 3 focus groups and 25 subsequent in-depth interviews. The research setting was Ecuador, a Latin American country. Findings Analysis and interpretation of the participants’ stories made it possible to identify and understand the creation of four types of value: maintaining and strengthening relationships; improving role performance; emotional support; and entertainment and fun. In addition, the present study proposes a conceptual model of consumer value creation as it applies to MIM. Practical implications Understanding the way consumers create value in their lives using MIM is important not only for organizations that offer MIM applications, but also for those companies that develop other applications for mobile phones or for those who wish to use MIM as an electronic word-of-mouth vehicle. Originality/value The current study is one of the first to address the topic of consumer behavior in the use of technologies from the perspective of CDL; this perspective enables an integrated qualitative vision of value creation in which the consumer is the protagonist.

Negotiation and corporate strategy

2019 ◽  
Vol 35 (2) ◽  
pp. 4-6
Keyword(s):  
Competitive Advantage ◽  
Case Studies ◽  
Design Methodology ◽  
Reading Time ◽  
Corporate Strategy ◽  
Organizational Strategy ◽  
Content Type ◽  
Pertinent Information ◽  
Practical Implications ◽  
Consistent Approach

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Negotiation is a key tool in delivering competitive advantage but requires a clear and consistent approach closely linked to organizational strategy. Originality/value The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Blending global and regional planning in multinationals

2019 ◽  
Vol 35 (3) ◽  
pp. 16-18
Keyword(s):  
Case Studies ◽  
Regional Planning ◽  
Design Methodology ◽  
Reading Time ◽  
Cutting Edge ◽  
Central Planning ◽  
Content Type ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Blending global and regional planning is important for multinationals. Within a central framework, local offices should have input. Different regions will approach this in different ways, but regional planning needs to be in-synch with central planning cycles. Originality/value The briefing saves busy executives, strategists, and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

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