Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

Bonney, Leff; Beeler, Lisa; Chaker, Nawar N.

doi:10.1080/08853134.2022.2132398

Cited by 12 publications

(3 citation statements)

References 102 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Contrary to our expectations, there were no performance differences between salespeople in MNEs and local firms with regard to positive publicity. This is likely due to the fact that we are in a B2B sales environment with elevated customer expectations, and most salespeople are trying to do more (i.e., engage in positive publicity; Bonney, Beeler, and Chaker 2022). The significant direct effect provides further evidence that positive publicity efforts are being undertaken by all B2B salespeople to connect and engage with customers in an increasingly digital world (Bowen et al 2021).…”

Section: Discussionmentioning

confidence: 99%

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

Schmitt,

Epler,

Casenave

et al. 2023

Journal of International Marketing

View full text Add to dashboard Cite

Salespeople are increasingly required to navigate an international environment - having international customers or international peers. However, much remains to be learned about how salespeople are utilizing social media in an international context. This multi-method, multi-study design contributes to international sales research by showing how business-to-business (B2B) salespeople use social media whether they are in a multinational or local firm. With a social capital lens, the authors explore the importance of social media in regards to strengthening salespeople’s internal and external connections in an international context. In Study 1, with 131 B2B salespeople, salespeople use social media to develop customer relations (i.e., external connections) to engage in positive publicity and social media advocacy, ultimately leading to sales performance. Specifically, social media advocacy enhances sales performance only for salespeople in multinationals. In Study 2, with twenty-three qualitative interviews, the authors contextualize the findings of Study 1 by comparing social media use amongst salespeople in MNEs and local firms. The basis of the exploration involves internal and external connections with the three dimensions of social capital: structural, relational, and cognitive. The authors demonstrate that internal connections with peers on social media allows for increased knowledge transfer and other benefits.

show abstract

Section: Discussionmentioning

confidence: 99%

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

Schmitt,

Epler,

Casenave

et al. 2023

Journal of International Marketing

View full text Add to dashboard Cite

show abstract

“…Although salespeople are inarguably responsible for interacting and working with customers, most existing sales research considers the salesperson's perspective. More recently, sales researchers have started calling for more work to explore customers’ perspective of salespeople (e.g., Bonney, Beeler, and Chaker 2022; Chaker, Beeler, and Delpechitre 2021). Similarly, we see an excellent opportunity for future research to adopt a customer perspective when exploring their interactions with international salespeople.…”

Section: A Conceptual Framework For Issm Researchmentioning

confidence: 99%

The Future of Research on International Selling and Sales Management

Chaker,

Habel,

Hewett

et al. 2024

Journal of International Marketing

Self Cite

View full text Add to dashboard Cite

As companies expand their international footprint, insight regarding how to effectively organize international selling and sales management (ISSM) efforts is becoming increasingly important. Unfortunately, most prior research on personal selling and sales management is grounded in a domestic market perspective, which limits the relevance of its findings to situations in which sales activities occur between stakeholders located in different national markets. This special issue responds to the need for dedicated research on ISSM through six articles that explore phenomena arising from the interaction between international salespeople and international customers and their domestic counterparts. Moreover, this editorial builds on these six articles to advance a research agenda rooted in an interaction-based conceptualization of the ISSM field that identifies areas of inquiry related to international salespeople, international customers, and international managers, and subsequently prioritizes these research opportunities using input provided by sales practitioners. This special issue and editorial thus identify critical, underexplored research topics in the ISSM domain that are accompanied by a series of illustrative examples of how best to contribute to this emerging but important literature stream.

show abstract

“…Today’s customers have greater access to information and prefer to advance on their own in the early stages of the buying process, depending less on sales executives from their suppliers (Bongers et al , 2021). Also, the pandemic crisis has increased the level of formalization of purchasing processes, while buying centers have become larger and more complex (Bonney et al , 2022). We argue that digitalization can shorten the time it takes customers to engage with suppliers throughout the buying process, with intelligent tools that help customers find, sort and analyze industry and market information.…”

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

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.

show abstract

Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

Cited by 12 publications

References 102 publications

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

The Future of Research on International Selling and Sales Management

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

Contact Info

Product

Resources

About