Pub Date : 2022-01-01DOI: 10.36627/2618-883x-2022-2-2-146-153
Антон Кожемяко
{"title":"Центры принятия решения и работа с ними","authors":"Антон Кожемяко","doi":"10.36627/2618-883x-2022-2-2-146-153","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-2-2-146-153","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73171014","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-01DOI: 10.36627/2618-883x-2022-1-1-20-28
Наталья Александровна Антонова
{"title":"Онлайн-канал продаж: простые шаги по выходу на маркетплейсы","authors":"Наталья Александровна Антонова","doi":"10.36627/2618-883x-2022-1-1-20-28","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-20-28","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78610436","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-01DOI: 10.36627/2618-883x-2022-1-1-30-45
М. Н. Садыков
{"title":"Факторы успеха онлайн-каналов на розничном рынке топлива в России","authors":"М. Н. Садыков","doi":"10.36627/2618-883x-2022-1-1-30-45","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-30-45","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"87816927","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-01DOI: 10.36627/2618-883x-2022-1-1-46-51
Дмитрий Пирожков
{"title":"Требования к участникам цепи дистрибуции","authors":"Дмитрий Пирожков","doi":"10.36627/2618-883x-2022-1-1-46-51","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-46-51","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85361102","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-01-01DOI: 10.36627/2618-883x-2022-4-4-320-329
Валерий Шеркунов
{"title":"Контекстуальная модель: свежий взгляд на процесс принятия решений покупателями","authors":"Валерий Шеркунов","doi":"10.36627/2618-883x-2022-4-4-320-329","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-4-4-320-329","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89505073","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-12-06DOI: 10.1080/08853134.2021.2005612
J. Cusin, Michaël Flacandji
Abstract While work on service failures has recently begun to investigate aspects of service recovery systems from an organizational perspective, little attention has been paid to the specific practice of organizational error tolerance in the service marketing literature. One important gap is the lack of an integrated perspective of the outcomes of such a policy on service recovery. The literature also ignores the differences in internal and external perspectives of service failure and their impact on openly communicating the policy. To address this issue, we examined how and under what conditions organizational error tolerance can help improve the experience of customers who encounter service failure caused by frontline employees. We opted for a multilevel qualitative approach in the retail sector, leading to four propositions. After identifying the mechanisms through which an error tolerance policy can generate positive outcomes—within certain limits—for customers in cases of service failure, we argue that such organizational error tolerance conflicts with the demanding attitude of today’s customers, and their negative representation of individual errors. This tension makes it difficult for service providers to reveal their error tolerance policy, giving rise to what we refer to as an ‘informational blind spot’.
{"title":"How can organizational tolerance toward frontline employees’ errors help service recovery?","authors":"J. Cusin, Michaël Flacandji","doi":"10.1080/08853134.2021.2005612","DOIUrl":"https://doi.org/10.1080/08853134.2021.2005612","url":null,"abstract":"Abstract While work on service failures has recently begun to investigate aspects of service recovery systems from an organizational perspective, little attention has been paid to the specific practice of organizational error tolerance in the service marketing literature. One important gap is the lack of an integrated perspective of the outcomes of such a policy on service recovery. The literature also ignores the differences in internal and external perspectives of service failure and their impact on openly communicating the policy. To address this issue, we examined how and under what conditions organizational error tolerance can help improve the experience of customers who encounter service failure caused by frontline employees. We opted for a multilevel qualitative approach in the retail sector, leading to four propositions. After identifying the mechanisms through which an error tolerance policy can generate positive outcomes—within certain limits—for customers in cases of service failure, we argue that such organizational error tolerance conflicts with the demanding attitude of today’s customers, and their negative representation of individual errors. This tension makes it difficult for service providers to reveal their error tolerance policy, giving rise to what we refer to as an ‘informational blind spot’.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42754828","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-12-06DOI: 10.1080/08853134.2021.2005613
R. Sohi, A. Haas, Lenita M. Davis
Abstract We need more theory specific to the sales discipline, and conceptual papers can play a vital role in its development. Conceptual papers can also provide ideas and perspectives that provide the impetus for new research streams in sales. This article calls for a stronger focus on conceptual papers that develop sales-specific theory and frameworks. To facilitate this endeavor, the article presents possible approaches to developing conceptual papers, key points to consider when doing so, and some exemplars that may inspire sales researchers and help them publish impactful conceptual work.
{"title":"Advancing sales theory with conceptual papers: what’s new and what’s next?","authors":"R. Sohi, A. Haas, Lenita M. Davis","doi":"10.1080/08853134.2021.2005613","DOIUrl":"https://doi.org/10.1080/08853134.2021.2005613","url":null,"abstract":"Abstract We need more theory specific to the sales discipline, and conceptual papers can play a vital role in its development. Conceptual papers can also provide ideas and perspectives that provide the impetus for new research streams in sales. This article calls for a stronger focus on conceptual papers that develop sales-specific theory and frameworks. To facilitate this endeavor, the article presents possible approaches to developing conceptual papers, key points to consider when doing so, and some exemplars that may inspire sales researchers and help them publish impactful conceptual work.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45643510","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-22DOI: 10.1080/08853134.2021.1997607
Trond Bergestuen, K. Thompson, D. Strutton
Abstract This study investigates how manufacturers’ (principals’) use of dual distribution systems—house accounts and house territories managed by in-house salespeople—influence independent manufacturers’ representatives’ (IMRs’) perceptions of sales controls, psychological climate, and overall satisfaction. Research on the use and effects of dual distribution selling systems has previously focused nearly exclusively on the perspective of manufacturers (principals). The study is based on a nationally representative sample of IMR practitioners, is grounded in and proceeds from the opposing dyadic perspective (the IMR [agency] view), and generates new and useful strategic insights related to how best to manage critical manufacturer-IMR relationships. The study reveals that manufacturers’ use of house territories, outside the domain of the focal IMR imposed favorable effects on IMR’s perceptions of sales controls and psychological climate, and contributed directly to higher IMR satisfaction with the principals they represent. House accounts inside IMR territories negatively influenced IMR perceptions of sales controls and psychological climate, and contributed directly to lower IMR satisfaction with the principals. Managerial implications and future research opportunities are developed and discussed.
{"title":"Dual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers","authors":"Trond Bergestuen, K. Thompson, D. Strutton","doi":"10.1080/08853134.2021.1997607","DOIUrl":"https://doi.org/10.1080/08853134.2021.1997607","url":null,"abstract":"Abstract This study investigates how manufacturers’ (principals’) use of dual distribution systems—house accounts and house territories managed by in-house salespeople—influence independent manufacturers’ representatives’ (IMRs’) perceptions of sales controls, psychological climate, and overall satisfaction. Research on the use and effects of dual distribution selling systems has previously focused nearly exclusively on the perspective of manufacturers (principals). The study is based on a nationally representative sample of IMR practitioners, is grounded in and proceeds from the opposing dyadic perspective (the IMR [agency] view), and generates new and useful strategic insights related to how best to manage critical manufacturer-IMR relationships. The study reveals that manufacturers’ use of house territories, outside the domain of the focal IMR imposed favorable effects on IMR’s perceptions of sales controls and psychological climate, and contributed directly to higher IMR satisfaction with the principals they represent. House accounts inside IMR territories negatively influenced IMR perceptions of sales controls and psychological climate, and contributed directly to lower IMR satisfaction with the principals. Managerial implications and future research opportunities are developed and discussed.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2021-11-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49472698","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-09-14DOI: 10.1080/08853134.2021.1967757
M. Aman, M. Azam, A. Akhtar
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.
{"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":"https://doi.org/10.1080/08853134.2021.1967757","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":4.4,"publicationDate":"2021-09-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43673672","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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