Sales-as-practice: an introduction and methodological outline

Geiger, Susi; Kelly, Scott

doi:10.1080/08853134.2014.913972

Cited by 15 publications

(11 citation statements)

References 51 publications

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“…Specifically, unique information functions from the theory were delineated to show how a mobile device has ability to replace many of the salesperson's traditional functions. Although much scholarly thought considers how the role of the salesperson is changing in today's technology-infused, consumer-empowered environment (i.e., Andzulis, Panagopoulos, & Rapp, 2012;Geiger & Kelly, 2014;Rodriguez et al, 2014), this study is the first to explain theoretically and highlight functions of the retail salesperson that are being taken over by the mobile device. Admittedly, scholars have proposed that consumer empowerment has usurped the salesperson (Crittenden et al, 2010); this work, though, revealed in what specific ways the salesperson seemingly is being dethroned.…”

Section: Discussionmentioning

confidence: 99%

Under the sway of a mobile device during an in‐store shopping experience

Rippé

Weisfeld‐Spolter

Yurova

et al. 2017

Psychology and Marketing

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Mobile device technology is transforming the retail shopping experience. Today's consumers are mobile dependent, preferring to consult with their phone, instead of using the salesperson, while shopping at the retail store. In the absence of literature investigating how the salesperson might sell to this omni‐channel, mobile‐connected consumer, this paper proposes a conceptual model and tests its proposed linkages. The empirically tested model presents a dyadic view of the omni‐channel consumer and the salesperson. Uniquely contributing to the omni‐channel and marketing literature, samples from an emerging economy (India) and developed (United States) economy represent the contexts. Specifically, the research examines the salesperson's role in selling to a mobile‐dependent consumer who uses mobile technology to search for information during the sales meeting. Findings show that adaptive selling can affect purchase intention and customer predisposition to comply with salesperson input. Results also reveal how perceived control, mobile dependence, and customer predisposition to comply with mobile device input affect purchase intention. Managerial and research implications specifically appropriate for the omni‐consumer retail setting are offered.

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Section: Discussionmentioning

confidence: 99%

Under the sway of a mobile device during an in‐store shopping experience

Rippé

Weisfeld‐Spolter

Yurova

et al. 2017

Psychology and Marketing

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“…Additionally, there have been methodological advances integrating novel practice-based perspectives that connect the performative nature of 'sales work' to developments in organization studies and economic sociology (e.g. Darr, 2011;Darr and Pinch, 2013;Geiger and Kelly, 2014). Despite these important efforts to broaden the theoretical scope of sales research, there remain notable opportunities to rejuvenate theory further still; specifically, we contend, through integration with market-oriented phenomena such as entrepreneurship.…”

Section: Sellingmentioning

confidence: 99%

“…We contend that insights from Garfinkel's (1967) ethnomethodology and Goffman's (1983) interaction order provide novel ways of examining the performative nature of sales work. Joining organization studies (Llewellyn and Spence, 2009), strategy (Whittington, 1996;Vaara and Whittington, 2012), and even selling scholars (Geiger and Kelly, 2014) who have begun to examine sales work through a social ontology (Schatzki, 2005), entrepreneurship scholars can adopt such perspectives to gain a deeper understanding of the embedded, socio-material practices that constitute, and are constitutive of, market exchanges (Ahrne et al, 2015). We conclude by suggesting that real-time naturalistic analysis of these selling interactions using video data (Clarke, 2011;Hindmarsh and Llewellyn, 2016;Zundel et al, 2016) can reveal deep layers of insight into the mutual organization and accomplishment of selling between entrepreneurs and their customers.…”

Section: Extending An Entrepreneurship-as-practice Approach To Sellinmentioning

confidence: 99%

The intersection of entrepreneurship and selling: An interdisciplinary review, framework, and future research agenda

Matthews

Chalmers

Fraser

2018

Journal of Business Venturing

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Selling is integral to entrepreneurship, yet it has rarely been a focal topic of analysis for entrepreneurship scholars. To address this, we undertake a broad-ranging systematic literature review of research that in some way explores selling within entrepreneurial contexts. We inductively develop a framework that orders extant research into selling antecedents, activities, contexts, and outcomes. Then, drawing on these entrepreneurship-selling intersections, we suggest opportunity theory can be extended by integrating critical insights from selling literatures. In particular, we address ego-centric views of entrepreneurship which prioritize entrepreneurial agency, and advocate for the incorporation of customer agency into synchronized processes of opportunity identification, refinement, and exploitation. The article concludes that a promising avenue for future theory development resides in the study of situated sales interactions, which can serve as an empirical vista to the underexplored entrepreneur-customer nexus.

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“…As argued earlier, the practice approach implies that practices are the unit of analysis, moving empirical research away from the individual (e.g. salespeople) as the primary focus (Geiger and Kelly, 2014). The scheme indicates the activities that compose a specific practice and the related problem.…”

Section: Coding Scheme: Practicesmentioning

confidence: 99%

A practice-based approach to collective decision-making in pricing

Thrane

Jarmatz

Laursen

et al. 2019

QRAM

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Purpose The purpose of this paper is to analyze price decision-making through a practice-based approach. The paper investigates the micro-level practices used to arrive at sales price decisions. Design/methodology/approach In this study, a qualitative study approach is used to develop findings abductively. The data are gathered through an in-depth case study at two firms: semi-structured interviews, meeting observations, shadowing and pricing documents. Findings This paper finds that pricing is a collective decision-making process involving multiple actors across the organization. The case firms work on solving information, coordination and control problems to arrive at sales prices by enacting interlinked practices. Pricing is therefore neither a structure nor a single decision but a process consisting of multiple micro-level practices that enable firms to make pricing decisions. Originality/value This paper develops a practice-based approach to pricing that conceptualize the micro-level practices used to to make pricing decisions in the face of information, coordination and control problems. The paper is interdisciplinary and adds to the accounting literature and the market literature, which have tended to study pricing as a decision made by one decision maker, and not as an organizational process where multiple actors share, evaluate, interpret and coordinate information and decisions.

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Sales-as-practice: an introduction and methodological outline

Cited by 15 publications

References 51 publications

Under the sway of a mobile device during an in‐store shopping experience

Under the sway of a mobile device during an in‐store shopping experience

The intersection of entrepreneurship and selling: An interdisciplinary review, framework, and future research agenda

A practice-based approach to collective decision-making in pricing

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