{"title":"Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies","authors":"M. Aman, M. Azam, A. Akhtar","doi":"10.1080/08853134.2021.1967757","DOIUrl":null,"url":null,"abstract":"Abstract Since its inception in the field of organizational learning, ambidexterity has now evolved as a ubiquitous phenomenon, permeating all functional units of an organization. Over the last several years, the investigation of ambidexterity in personal selling and sales management has gained much scholarly attention. This paper aims to conduct a systematic review and synthesize the literature on ambidextrous selling. In doing so, we begin with defining ambidexterity at both organizational and individual levels and delineate the interplay between them. Then, we present and discuss key theories that underpin ambidextrous selling, followed by an in-depth analysis of different themes related to selling ambidexterity. Next, we outline the methodological advancements in ambidextrous selling research. The paper concludes by synthesizing different dimensions of ambidextrous selling as interrelated and overlapping activities that salespeople perform in their daily routines.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":3.9000,"publicationDate":"2021-09-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"4","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Personal Selling & Sales Management","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1080/08853134.2021.1967757","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 4
Abstract
Abstract Since its inception in the field of organizational learning, ambidexterity has now evolved as a ubiquitous phenomenon, permeating all functional units of an organization. Over the last several years, the investigation of ambidexterity in personal selling and sales management has gained much scholarly attention. This paper aims to conduct a systematic review and synthesize the literature on ambidextrous selling. In doing so, we begin with defining ambidexterity at both organizational and individual levels and delineate the interplay between them. Then, we present and discuss key theories that underpin ambidextrous selling, followed by an in-depth analysis of different themes related to selling ambidexterity. Next, we outline the methodological advancements in ambidextrous selling research. The paper concludes by synthesizing different dimensions of ambidextrous selling as interrelated and overlapping activities that salespeople perform in their daily routines.
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.
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