The transformation of selling for value co-creation: Antecedents and boundary conditions

Corsaro, Daniela; Maggioni, Isabella

doi:10.1177/14705931221104519

Cited by 6 publications

(3 citation statements)

References 90 publications

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“…From an ecosystem perspective, an actor is any entity that is involved in – or influences the – co-creation of value (e.g. customer, salesperson, management, organizations, industries, media outlets, channel members and government) (Corsaro and Maggioni, 2022; Vargo and Lusch, 2004).…”

Section: Overview Of the New Theoretical Foundation For Sellingmentioning

confidence: 99%

“…This conceptualization contrasts with most multilevel sales research that examines dyadic exchange at the micro-level, as discussed above (Classen and Friedli, 2022; Hartmann et al , 2018; Ranjan and Friend, 2020; Rapp et al , 2020; Rapp and Beeler, 2021). Under HWV’s conceptualization, a large majority of all sales research would be considered micro-level research (Corsaro and Maggioni, 2022; Rapp and Beeler, 2021). HWV postulates that the vast conceptualization is due to the service ecosystems perspective and the growing number of activities and actors involved in service exchange.…”

Section: Overview Of the New Theoretical Foundation For Sellingmentioning

confidence: 99%

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Salesperson motivation, compensation, training and deployment within the sales ecosystem

Lastner,

Locander,

Pimentel

et al. 2023

EJM

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Purpose This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force. The authors provide a review of the framework, acknowledging its strengths, while also indicating areas for advancement. The authors conclude with recommendations to the framework and indicate opportunities where future research could advance sales theory. Design/methodology/approach A review of the theoretical underpinnings of the service ecosystem framework is weighed against the established roles and responsibilities of the modern sales force in the literature. Findings The ability of the framework to capture the multi-level, multi-actor and dynamic aspects of sales represents an improvement in the conceptualization of selling is critical. Suggestions around the refinement for meso-level sales interactions and a more pliant application of service dominant-logic are offered. Research limitations/implications The suggested extensions of the framework continue the advancement of novel theorization for the field of sales. Priorities for future research include consideration of ethical implications of the framework and formulations of new management strategies reflective of the broad and dynamic properties of the ecosystem conceptualization. Practical implications This paper provides managerial guidelines and implications tied specifically to the thick and thin crossing points and how they may impact employee decision-making. Originality/value To the best of the authors’ knowledge, this study is the first to pointedly examine the service ecosystem framework with respect to established principles of managing a modern sales force.

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Section: Overview Of the New Theoretical Foundation For Sellingmentioning

confidence: 99%

Section: Overview Of the New Theoretical Foundation For Sellingmentioning

confidence: 99%

Salesperson motivation, compensation, training and deployment within the sales ecosystem

Lastner,

Locander,

Pimentel

et al. 2023

EJM

View full text Add to dashboard Cite

show abstract

“…Since digital technologies are increasingly redefining the structures and social interactions of markets (consider, for example, how digital platforms intermediate relationships between transacting partners), they may also have the potential to affect the moralization of markets (Corsaro and Maggioni, 2022; Parker et al, 2016; Zaki, 2019). To explore this possibility, and thereby go beyond prior work, we must consider the digital affordances that may matter to market moralization.…”

Section: Introductionmentioning

confidence: 99%

Can digital platforms support moralized markets? An analysis of affordances that matter to moralization

Bentsen,

Pedersen

2023

Marketing Theory

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The affordances offered by digital platforms may support the formation and maintenance of moralized markets – defined as markets that are undergirded with explicit moral principles that guide the interactions between market actors. In this paper, we draw on key tenets from recent advances in affordance theory, identifying social media platform affordances that support the moralization of digital markets. We develop insights based on qualitative data from the context of Norwegian digital local food markets, with focus on the role of digital affordances. We theorize particular ‘moral affordances’ that matter in the moralization of markets. We conclude by considering the possible outcomes that the increasing use of digital platforms may have for the moralization of contemporary markets.

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Developing PSS business ecosystems in the digital era

Lahy

Found

et al. 2023

Industrial Marketing Management

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The transformation of selling for value co-creation: Antecedents and boundary conditions

Cited by 6 publications

References 90 publications

Salesperson motivation, compensation, training and deployment within the sales ecosystem

Salesperson motivation, compensation, training and deployment within the sales ecosystem

Can digital platforms support moralized markets? An analysis of affordances that matter to moralization

Developing PSS business ecosystems in the digital era

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