Collective engagement in organizational settings

Kleinaltenkamp, Michael; Karpen, Ingo Oswald; Plewa, Carolin; Jaakkola, Elina; Conduit, Jodie

doi:10.1016/j.indmarman.2019.02.009

Cited by 74 publications

(84 citation statements)

References 76 publications

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“…Second, the identification of additional areas of future empirical investigation of salespersons performance factors in the modern sales era. Most pronounced of these calls for future investigation is that of the impact of artificial intelligence (AI), big data analytics and the influence of more cooperative, or collaborative, efforts toward building a more persistent level of engagement and resource mobilisation between firms (Kleinaltenkamp et al, 2018); a sentiment that is echoed in contemporary calls for more theoretical contribution to this area of sales theory (Hartmann et al, 2018).…”

Section: Discussionmentioning

confidence: 99%

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Herjanto

Franklin

2019

Australasian Marketing Journal

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Business and consumer buying behaviour has changed dramatically in recent time; a fact that is not lost on selling organisations when considering how best to recalibrate salesperson performance measures in response. However, a contemporary, systematic review of the academic literature concerning those most effective salesperson performance factors is markedly absent. This study joins a long line of investigatory efforts regarding the characteristics and habits of successful salesperson performance by adopting meta-analysis techniques to investigate the salesperson performance literature, content-analysing over 250 published articles from 1986 to 2017 and synthesising the findings into a new salesperson performance typology. The study finds that personal, organisational, co-worker, buyer and situational dimensions are responsible for increasing salespersons’ performance. Additionally, this work offers a parsimonious overview of current key salesperson performance research as well as a clear agenda for future salesperson performance research.

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Section: Discussionmentioning

confidence: 99%

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Herjanto

Franklin

2019

Australasian Marketing Journal

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“…"Zooming out" beyond a micro-level reveals the broader institutional structures that govern engagement (Alexander et al, 2018;Brodie et al, 2019;Kleinaltenkamp et al, 2019).…”

Section: Market Actors' Engagementmentioning

confidence: 99%

Market shaping dynamics: interplay of actor engagement and institutional work

Fehrer

Conduit

Plewa

et al. 2020

JBIM

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Purpose Combining institutional work and actor engagement (AE) literature, this paper aims to elucidate how the collective action of market shaping occurs through the interplay between market shapers’ institutional work and engagement of other market actors. While markets are shaped by actors’ purposive actions and recent literature notes the need to also mobilize AE, the underlying process remains nebulous. Design/methodology/approach This paper is conceptual but supported by an illustrative case study: the Winding Tree. This blockchain-based, decentralized travel marketplace shapes a market by decoupling existing resource linkages, creating new ones and stabilizing others through a dynamic, iterative process between the market shaper’s institutional work and others’ AE. Findings The paper develops a dynamic, iterative framework of market shaping through increased resource density, revealing the interplay between seven types of market shapers’ institutional work distilled from the literature and changes in other market actors’ engagement dispositions, behaviors and the diffusion of AE through the market. Originality/value This research contributes to the emergent market shaping and market innovation literature by illustrating how the engagement of market actors is a fundamental means of market shaping. Specifically, it advances understanding of how market shapers’ institutional work leads to new resource linkages and higher resource density in emergent market systems through AE. The resultant framework offers an original, critical foundation for future market shaping research.

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“…These engagement behaviors are observable by other actors of the collective, so in turn affect their validity legitimacy judgments. Depending on these legitimacy judgments, other members of the collective may be willing to learn and engage, hence over time building collective engagement (Kleinaltenkamp et al, 2019). As such, more engagement behaviors are observed and the legitimacy judgments are diffused throughout the ecosystem, becoming institutionalized and forming a "collective" perspective of legitimacy (Bitekine and Haack, 2015: 53).…”

Section: The Role Of Engagement For Macro-level Legitimacymentioning

confidence: 99%

Initiating actor engagement with novel products

2019

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While organizations continue to face extensive pressure to introduce novel products to the market, the question of how customers initiate engagement with novel products remains unanswered. This article draws on the ecosystem perspective of engagement, utilizing the lens of actor engagement, to develop a conceptual framework for actor engagement with novel products. It elaborates our understanding of the indirect interaction that actors have with a focal object through other actors. It demonstrates that through vicarious learning, actors establish cognitive, emotional, behavioral, and social interactions with the novel product. Further, it explicates a process in which legitimacy judgments, at the micro- and macrolevels, play a central role in facilitating and evaluating engagement with products. This framework offers an important contribution to theory by elucidating the facilitating role of learning and introducing the concept of legitimacy to the engagement literature. A set of propositions is presented, and a future research agenda proposed for each of these propositions.

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Collective engagement in organizational settings

Cited by 74 publications

References 76 publications

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Market shaping dynamics: interplay of actor engagement and institutional work

Initiating actor engagement with novel products

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