Organisational and environmental indicators of B2B sellers’ sales performance in services firms

Rodriǵuez, Rocío Serrano; Roberts-Lombard, Mornay; Høgevold, Nils M.; Svensson, Göran

doi:10.1108/ebr-05-2021-0123

Cited by 7 publications

(7 citation statements)

References 110 publications

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“…The synthesis of the provided journals underscores that B2B sales management encompasses not only technical aspects like marketing strategies and communication tactics but also delves into deep customer relationship management. Rodriguez et al (2022) emphasize the necessity of fostering enduring seller-buyer partnerships through proactive, collaborative approaches, while Mai and Liao (2022) highlight the influence of psychological and emotional factors, such as expectations and utility values, in enhancing B2B sales performance. These findings underscore the importance of understanding customer needs and perceptions to optimize business transactions.…”

Section: Discussionmentioning

confidence: 99%

“…Thus, this research is expected to make a significant contribution to practitioners and researchers in expanding their insights into the dynamic landscape of B2B and sales. First, a journal written by Rodriguez et al (2022) with a citation count of 7. The journal discusses the effective management of the seller-customer relationship within service companies operating in the B2B environment.…”

Section: Methodsmentioning

confidence: 99%

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B2B Marketing Communication Strategies In Increasing Sales: A Systematic Literature Review

Rudi,

Mubarok,

Ar-Rasyi

et al. 2024

IJBLE

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This research is a Systematic Literature Review (SLR) that adopts PRISMA (Preferred Items for Systematic Review and Meta-Analysis) to investigate business-to-business (B2B) marketing communication strategies in increasing sales. Data were obtained from Scopus, Emerald, Wiley, Taylor and Francis. A total of 96 journals were initially identified, but through the application of strict inclusion and exclusion criteria, the number was reduced to 10 journals that served as the focus of the comprehensive review. The results show that B2B marketing through social media is becoming an integral and connected part of organisations, as it not only helps during the sales process but also during the buying process. Social media has the potential to assist B2B organisations in improving their communication capabilities by facilitating knowledge promotion and encouraging engagement through advanced technology.

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Section: Discussionmentioning

confidence: 99%

Section: Methodsmentioning

confidence: 99%

B2B Marketing Communication Strategies In Increasing Sales: A Systematic Literature Review

Rudi,

Mubarok,

Ar-Rasyi

et al. 2024

IJBLE

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“…Salespeople represent the most valuable asset for B2B company success (Darrat et al , 2017; Hartmann et al , 2017; Rodriguez et al , 2022a) and, therefore, the relevance of studying salespeople is beyond doubt. Indeed, the literature on drivers of SP has been collected in well-recognized meta-analytical works which refer to those of Walker et al (1977) followed by Churchill et al (1985) – considering research from 1918 to 1982 – and, more recently Verbeke et al (2011), who went forward to 2008.…”

Section: Theoretical Frameworkmentioning

confidence: 99%

“…From the first research studies, it was stablished that seller skills influence performance (Amor, 2019; Basir et al , 2010; Bergeron and Laroche, 2009; Chawla et al , 2020; Drollinger et al , 2006; Futrell, 2006; Griffith, 2002; Herjanto and Franklin, 2019; Høgevold et al , 2021; Ingram et al , 2004; Kahle, 2009; Manna and Smith, 2004; Román and Iacobucci, 2010; Rodriguez et al , 2022a, 2022b; Wachner et al , 2009).…”

Section: Research Implicationsmentioning

confidence: 99%

Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study

Høgevold,

Rodriguez,

Svensson

et al. 2023

EBR

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Purpose This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in meta-analytical works, that salespeople’s skills relate directly to their sales performance (SP), is questioned. Design/methodology/approach his research relies on existing theory and previous studies on SP drivers and SP measures. The literature identifies a set of common denominators on the role of salespeople’s skills regarding their SP, all of which are tested in this study. Based on a deductive approach and questionnaire survey, 732 service firms in Norway were targeted. A total of 389 questionnaires were returned, generating a response rate of 53.1%. Findings A total of 10 out of 12 hypothesized relationships in the research model dealing with the relationship between SP drivers and SP turn out to be non-significant. The hypothesized relationship in the research model between relative and absolute SP is also supported. Research limitations/implications The results reported in this study, based on a large sample of service firms, empirically confirm that the direct effect is generally overestimated. Empirical evidence is provided that sheds additional light on the role of salespeople’s skills in relative and absolute SP in B2B settings of services firms. Practical implications This study offers meaningful and relevant insights into the monitoring of SP drivers to practitioners in B2B sales settings of services firms. Salespeople need to learn about gathering knowledge in training programs about each customer and their specific situation. Firms should strive to recruit salespeople who possess the appropriate skills, taking into consideration their customers and specific situations related to them, such as experiences from competitors. Salespeople may be organized around similar customers and similar customer situations, rather than geographical assignments. Originality/value Overall, this research contributes insights into the role played by salespeople’s skills in relative and absolute SP in B2B settings of services firms. In particular, the research contributes additional insights into the non-existent role of interpersonal presentation and communication skills, adaptiveness of sales approach and sales behavior skills and product/technology-related knowledge skills in salespeople’s relative and absolute SP in B2B settings of services firms.

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“…It is therefore relevant, and important, to understand those selling skills that sellers need in B2B service markets, in order to adapt their selling strategies and be effective in their interactions with customers (Simintiras et al ., 2013), and to ultimately succeed and increase competitive advantages and sales performance (Ulaga and Loveland, 2014). In this respect, Johlke (2006, p. 311) comments on the need to deepen research on: “… the nature and role of selling skills and their relations with job performance … .” In view of this research gap, “understanding those sales performance drivers factors of sales employees from a service perspective becomes imperative in securing a competitive advantage for sellers in a B2B context” (Rodriguez et al ., 2022b, p. 579). Accordingly, this study centers on those seller skills that drive sales performance in service industries.…”

Section: Introductionmentioning

confidence: 99%

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold

Rodriǵuez

Neira

et al. 2023

BIJ

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PurposeThe purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms.Design/methodology/approachThe study is based on a deductive approach and questionnaire survey focusing on a range of services firms from different industries and corporate sizes. A total of 389 questionnaires out of 732 were returned, generating a response rate of 53.1%.FindingsThe study aims to provide empirical evidence and structures relating to B2B sellers' capabilities in a seven-dimensional conceptualization, all of which can be used in services firms to improve their seller efficiency. Each seller skill dimension performs a different function in the sales services process.Research limitations/implicationsThe authors conclude that the verified meta-analytical conceptualizations of B2B seller skills seem valid and reliable in services firms. Nevertheless, further research needs to be carried out, based on other company characteristics as well as industries.Practical implicationsIt reduces the risk perceived by customers in B2B services settings through cultivating the sellers' capabilities, based on the seven-dimensional evidence of seller skills to enhance sales performance.Originality/valueThe study contributes to existing theory and previous studies by offering a foundation on which to structure sales performance indicators in services firms. Specifically, it contributes to structuring B2B seller skills across a selection of principal dimensions in B2B services settings.

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Organisational and environmental indicators of B2B sellers’ sales performance in services firms

Cited by 7 publications

References 110 publications

B2B Marketing Communication Strategies In Increasing Sales: A Systematic Literature Review

B2B Marketing Communication Strategies In Increasing Sales: A Systematic Literature Review

Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

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