Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective

Kalra, Ashish; Lee, Na Young; Dugan, Riley

doi:10.1080/10696679.2023.2169940

Cited by 10 publications

(1 citation statement)

References 123 publications

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“…Another element that characterizes sales agility is the ability to anticipate problems or opportunities within the business relationships with customers, to then mobilize internal resources that can adequately address such problem or opportunity (Bolander et al , 2017). Thus, salespeople have an important role in customer sensing and responsiveness for the whole supplier firm (Bachrach et al , 2017) and therefore require having the willingness to accept change and adapt in an agile way (Kalra et al , 2023). One of the interviewees, admitting a failure in this respect, indicated:…”

Section: Drivers Of Business-to-business Sales Success and The Role O...mentioning

confidence: 99%

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Guesalaga,

Ruiz-Alba,

López-Tenorio

2023

JBIM

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Purpose The purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19. Design/methodology/approach The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a fuzzy-set qualitative comparative analysis (fsQCA). Findings This research shows that interfunctional coordination, agility in the selling process and business customer engagement are critical determinants of B2B sales success, whereas digitalization moderates these relationships. Originality/value This research responds to a call for more research on the impact of digitalization on business relationships in different contexts and perspectives. The authors study the Chilean context, through a two-stage qualitative study, and a fsQCA analysis, which constitutes a novel combination in this stream of research.

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Section: Drivers Of Business-to-business Sales Success and The Role O...mentioning

confidence: 99%

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Guesalaga,

Ruiz-Alba,

López-Tenorio

2023

JBIM

View full text Add to dashboard Cite

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How Ethical Leadership and Ethical Self-Leadership Enhance the Effects of Idiosyncratic Deals on Salesperson Work Engagement and Performance

Kalra,

Singh,

Badrinarayanan

et al. 2024

J Bus Ethics

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How social media and flexible work arrangements harden salespeople to abusive supervision

Dugan,

Edelblum,

Kalra

et al. 2024

Industrial Marketing Management

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Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective

Cited by 10 publications

References 123 publications

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

How Ethical Leadership and Ethical Self-Leadership Enhance the Effects of Idiosyncratic Deals on Salesperson Work Engagement and Performance

How social media and flexible work arrangements harden salespeople to abusive supervision

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