Personal selling of high-technology products: The solution-selling imperative

Journal of Relationship Marketing

Volumn 7, Issue 3, 2008, Pages 287-308

  Sharma, Arun ^a   Iyer, Gopalkrishnan R ^b   Evanschitzky, Heiner ^c  

^a UNIVERSITY OF MIAMI   (United States)

^b FLORIDA ATLANTIC UNIVERSITY   (United States)

^c UNIVERSITY OF STRATHCLYDE   (United Kingdom)

Author keywords

High technology; Personal selling; Solution selling

Indexed keywords

EID: 67649220061     PISSN: 15332667     EISSN: 15332675     Source Type: Journal    
DOI: 10.1080/15332660802409639     Document Type: Article

References (48)

1. Ahmed, P. K. and Rafiq, M. (2003) Internal marketing issues and challenges. European Journal of Marketing, 37, pp. 1177-1186.
2. Anderson, H. (2004) Why big companies can't invent. Technology Review, pp. 56-59.
3. Anderson, R. E. (1996) Personal selling and sales management in the new millennium. Journal of Personal Selling & Sales Management, 16:4, pp. 17-32.
4. Arnett, D. B. and Badrinarayanan, V. (2005) Enhancing customer-needs-driven CRM strategies: Core selling teams, knowledge management competence, and relationship marketing competence. Journal of Personal Selling & Sales Management, 25:4, pp. 329-341.
5. Berry, L. L. (1981) The employee as customers. Journal of Retail Banking, 3, pp. 25-28.
6. Christensen, C. M. and Raynor, M. E. (2003) The innovator's solution: Creating and sustaining successful growth, Harvard Business School Press, Boston
7. Cichelli, D. (2005) What's the buzz all about?. Sales and Marketing Management, 157:8, p. 20.
8. The dangers of being distracted (2004) Financial Times, p. 2.
9. Darr, A. (2006) Selling technology: The changing shape of sales in an information economy, Cornell University Press, Ithaca, NY
10. Davies, A., Brady, T. and Hobday, M. (2006) Charting a path toward integrated solutions. MIT Sloan Management Review, 47:3, pp. 39-48.
11. Davies, W. and Brush, K. E. (1997) High-tech industry marketing: The elements of a sophisticated global strategy. Industrial Marketing Management, 26, pp. 1-13.
12. Day, G. (1999) The market driven organization: Understanding, attracting, and keeping valuable customers, Free Press, New York
13. Benedetto, C. A. D. Di (1999) Identifying the key success factors in new product launch. Journal of Product Innovation Management, 16, pp. 530-544.
14. Dubinsky, A. J. (1981) A factor analytic study of the personal selling process. Journal of Personal Selling & Sales Management, 1:1, pp. 26-33.
15. Dunn Jr., D. T., Friar, J. H. and Thomas, C. A. (1991) An approach to selling high-tech solutions. Industrial Marketing Management, 20, pp. 149-159.
16. Dunn Jr., D. T. and Probstein, S. C. (2003) Marketing high-tech services. Review of Business, 24:1, pp. 10-17.
17. Frankwick, G. L., Porter, S. S. and Crosby, L. A. (2001) Dynamics of relationship selling: A longitudinal examination of changes in salesperson-customer relationship status. Journal of Personal Selling & Sales Management, 21:2, pp. 135-146.
18. Gonzalez, G. R., Hoffman, D. K. and Ingram, T. N. (2005) Improving relationship selling through failure analysis and recovery efforts: A framework and call to action. Journal of Personal Selling & Sales Management, 25:1, pp. 57-65.
19. Haeckel, S. H. (1999) Adaptive enterprise: Creating and leading sense-and-respond organizations, Harvard School of Business Press, Boston
20. Hannan, M. (1995) Consultative selling, AMACOM, New York
21. Hauser, J., Tellis, G. and Griffin, A. (2005) Research on innovation: A review and agenda for marketing science, (MSI Special Report No. 05-200). Marketing Science Institute, Cambridge, MA
22. Helander, A. and Moller, K. (2007) System supplier's customer strategy. Industrial Marketing Management, 36, pp. 719-730.
23. Hultink, E. J. and Atuahene-Gima, K. (2000) The effect of sales force adoption on new product selling performance. Journal of Product Innovation Management, 17, pp. 435-450.
24. Ingram, T. N. (1996) Relationship selling: Moving from rhetoric to reality. Mid-American Journal of Business, 11, pp. 5-13.
25. Jolson, M. A. (1997) Broadening the scope of relationship selling. Journal of Personal Selling & Sales Management, 17:4, pp. 75-88.
26. Judson, K., Schoenbachler, D. D., Gordon, G. L., Ridnour, R. E. and Weilbaker, D. C. (2006) The new product development process: Let the voice of the salesperson be heard. Journal of Product & Brand Management, 15:23, pp. 194-202.
27. Kotler, P. (1973) The major tasks of marketing management. Journal of Marketing, 37:1, pp. 42-49.
28. Kotler, P., Rackham, N. and Krishnaswamy, S. (2006) Ending the war between sales and marketing. Harvard Business Review, 84, pp. 68-78.
29. Ligos, M. (2004) Editor's letter: We've got the solution. Sales and Marketing Management, 156:10, p. 4.
30. Liu, A. H. and Leach, M. P. (2001) Developing loyal customers with a value-adding sales force: Examining customer satisfaction and the perceived credibility of consultative salespeople. Journal of Personal Selling & Sales Management, 11:2, pp. 147-156.
31. Micheal, K., Rochford, L. and Wotruba, T. R. (2003) How new product introductions affect sales management strategy: The impact of type of "newness" of the new product. Journal of Product Innovation Management, 20:4, pp. 270-283.
32. Mohr, J., Sengupta, S. and Slater, S. (2005) Marketing of high-technology products and innovations, Pearson Prentice Hall, New York
33. Moller, K. and Rajala, A. (1999) Organizing marketing in industrial high-tech firms. Industrial Marketing Management, 28, pp. 521-535.
34. Morgan, R. M. and Hunt, S. (1994) The commitment-trust theory of relationship marketing. Journal of Marketing, 58:3, pp. 20-38.
35. Rajatanavin, R. and Speece, M. (2004) The sales force as an information transfer mechanism for new service development in the Thai insurance industry. Journal of Financial Services Marketing, 8:3, pp. 244-258.
36. Rao, P. M. (2005) Sustaining competitive advantage in a high-technology environment: A strategic marketing perspective. Advances in Competitiveness Research, 13:1, pp. 33-47.
37. Reinartz, W. J. and Kumar, V. (2000) On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing. Journal of Marketing, 64:4, pp. 17-35.
38. Rochford, L. and Wotruba, T. R. (1996) The impact of sales management changes on new product success. Journal of the Academy of Marketing Science, 24:3, pp. 263-271.
39. Rosen, B., Schnaars, S. and Shani, D. (1988) A comparison of approaches for setting standards for technological products. Journal of Product Innovation Management, 5:5, pp. 129-139.
40. Sharma, S. K. and Gupta, J. N. D. (2002) Application service providers: Issues and challenges. Logistics Information Management, 15:3, pp. 160-169.
41. Shift to consultative selling now seen as biggest challenge (2006) American Salesman, pp. 29-30.
42. Srivastva, R. K., Shervani, T. A. and Fahey, L. (1998) Market-based assets and shareholder value: A framework for analysis. Journal of Marketing, 62:1, pp. 2-18.
43. Strong Jr., E. K. (1925) Theories of selling. Journal of Applied Psychology, 9, pp. 75-86.
44. Teece, D. J. (1986) Profiting from technological innovation: Implications for integration, collaboration, licensing, and public policy. Research Policy, 15, pp. 285-305.
45. Vargo, S. L. and Lusch, R. F. (2004) Evolving to a new dominant logic for marketing. Journal of Marketing, 68:1, pp. 1-23.
46. Vargo, S. L. and Lusch, R. F. (2006) The service-dominant logic for marketing: Dialogue, debate and directions, Sharpe, Armonk, NY
47. Wise, R. and Baumgartner, P. (1999) Go downstream: The new profit imperative in manufacturing. Harvard Business Review, 77, pp. 133-141.
48. Wotruba, T. R. and Rochford, L. (1995) The impact of new product introductions on sales management strategy. Journal of Personal Selling & Sales Management, 15:1, pp. 35-51.