Management practices in solution sales-A multilevel and cross-functional framework

Journal of Personal Selling and Sales Management

Volumn 31, Issue 1, 2011, Pages 35-54

  Storbacka, Kaj ^a   Polsa, Pia ^b   Sääksjärvi, Maria ^c  

^a HANKEN SCHOOL OF ECONOMICS   (Finland)

^b FUDAN UNIVERSITY   (China)

^c Swedish School of Economics and Business Administration   (Netherlands)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78651399061     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134310103     Document Type: Article

References (85)

1. Abratt, Russell, and Philip M. Kelly (2002), "Customer-Supplier Partnerships: Perceptions of a Successful Key Account Management Program" Industrial Marketing Management, 31 (5), 467-476.
2. Afuah, Allan, and Christopher L. Tucci (2000), Internet Business Models and Strategies: Text and Cases, Boston: McGraw-Hill Higher Education.
3. Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach" Psychological Bulletin, 103 (3), 411-423.
4. -, Håkan Håkansson, and Jan Johanson (1994), "Dyadic Business Relationships Within a Business Network Context" Journal of Marketing, 58 (October), 1-15.
5. Arnett, Dennis B., and Vishag Badrinarayanan (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 (Fall), 329-343.
6. Baldwin, Carliss Y., and Kim B. Clark (2006), "Between 'Knowledge' and 'the Economy': Notes on the Scientific Study of Designs" in Advancing Knowledge and the Knowledge Economy, Brian Kahin and Dominique Foray, eds., Cambridge, MA: MIT Press (available at www.people.hbs.edu/ cbaldwin/DR2/ BaldwinClarkScience.pdf ).
7. Barclay, Donald W., Christopher A. Higgins, and Ronald L. Thompson (1995), "The Partial Least Squares Approach to Causal Modeling: Personal Computer Adoption and Use as an Illustration" Technology Studies, 2 (2), 285-309.
8. Bearden, William O., Richard G. Netemeyer, and Jesse E. Teel (1989), "Measurement of Consumer Susceptibility to Interpersonal Influence" Journal of Consumer Research, 15 (March), 473-481.
9. Beverland, Michael (2001), "Contextual Influences and the Adoption and Practice of Relationship Selling in a Business-to- Business Setting: An Exploratory Study" Journal of Personal Selling & Sales Management, 21, 3 (Summer), 207-215.
10. Blois, Keith, and Rafael Ramirez (2006), "Capabilities as Marketable Assets: A Proposal for a Functional Categorization" Industrial Marketing Management, 35 (8), 1027-1033.
11. Brady, Tim, Andrew Davies, and David Gann (2005), "Creating Value by Delivering Integrated Solutions" International Journal of Project Management, 23 (5), 360-365.
12. Brashear, Thomas C., Danny N. Bellenger, James S. Boles, and Hiram C. Barksdale, Jr. (2006), "An Exploratory Study of the Relative Effectiveness of Different Types of Sales Force Mentors" Journal of Personal Selling & Sales Management, 26, 1 (Winter), 7-18.
13. Chin, Wynne W. (1998), "The Partial Least Squares Approach to Structural Equation Modeling" in Modern Methods for Business Research, George A. Marcoulides, ed., Mahwah, NJ: Lawrence Erlbaum, 295-336.
14. Churchill, Gilbert A., Jr. (1979), "A Paradigm for Developing Better Measures of Marketing Constructs" Journal of Marketing Research, 16 (February), 64-73.
15. Cova, Bernard, and Robert Salle (2008), "Marketing Solutions in Accordance with the S-D Logic: Co-Creating Value with Customer Network Actors" Industrial Marketing Management, 37 (3), 270-277.
16. Creswell, John W., and Vicky L. Plano Clark (2007), Designing and Conducting Mixed Methods Research, Thousand Oaks, CA: Sage.
17. Cron, William L., Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan (2005), "Salesperson Selection, Training, and Development: Trends, Implementations, and Research Opportunities" Journal of Personal Selling & Sales Management, 25, 2 (Spring), 123-137.
18. Davies, Andrew, Tim Brady, and Michael Hobday (2006), "Charting a Path Toward Integrated Solutions" MIT Sloan Management Review, 47 (3), 39-48.
19. DeVellis, Robert F. (2003), Scale Development, Thousand Oaks, CA: Sage.
20. Dubois, Anna, and Lars-Erik Gadde (2002), "Systematic Combining: An Abductive Approach to Case Research" Journal of Business Research, 55 (7), 553-560.
21. Dunn, Dan T., and Claude A. Thomas (1986), "Strategy for Systems Sellers: A Grid Approach" Journal of Personal Selling & Sales Management, 6, 2 (August), 1-10.
22. Eisenhardt, Kathleen M. (1989), "Building Theories from Case Study Research" Academy of Management Review, 14 (4), 532-551.
23. Falk, R. Frank, and Nancy B. Miller (1992), A Primer for Soft Modeling, Akron, OH: University of Akron Press.
24. Flaherty, Karen E., and James M. Pappas (2009), "Expanding the Sales Professional's Role: A Strategic Re-Orientation" Industrial Marketing Management, 38 (7), 806-813.
25. Flint, Daniel J., Robert B. Woodruff, and Sarah Fisher Gardial (2002), "Exploring the Phenomenon of Customers' Desired Value Change in a Business-to-Business Context" Journal of Marketing, 66 (4), 102-117.
26. Ford, David, Lars-Erik Gadde, Håkan Håkansson, and Ivan Snehota (2003), Managing Business Relationships, 2d ed., Chichester, UK: John Wiley & Sons.
27. Fornell, Claes, and Fred L. Bookstein (1982), "Two Structural Equation Models: LISREL and PLS Applied to Consumer Exit-Voice Theory" Journal of Marketing Research, 19 (4), 440-452.
28. -, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error" Journal of Marketing Research, 18 (1), 39-50.
29. Gibson, Cristina B., and Julian Birkinshaw (2004), "The Antecedents, Consequences, and Mediating Role of Organizational Ambidexterity" Academy of Management Journal, 47 (2), 209-226.
30. Guenzi, Paolo (2003), "Antecedents and Consequences of a Firm's Selling Orientation" European Journal of Marketing, 37 (5/6), 706-727.
31. Gummesson, Evert (2000), Qualitative Methods in Management Research, Thousand Oaks, CA: Sage.
32. Hair, Joseph F., Jr., William C. Black, Barry J. Babin, Rolph E. Anderson, and Ronald L. Tatham (2006), Multivariate Data Analysis, Upper Saddle River, NJ: Pearson Prentice Hall.
33. Holstein, James A., and Jaber F. Gubrium (1997), "Active Interviewing" in Qualitative Research: Theory, Method and Practice, David Silverman, ed., London: Sage, 113-129.
34. Homburg, Christian, John P. Workman, Jr., and Ove Jensen (2000), "Fundamental Changes in Marketing Organization: The Movement Toward a Customer-Focused Organizational Structure" Journal of the Academy of Marketing Science, 28 (4), 459-478.
35. Iacobucci, Dawn, Neela Saldanha, and Xiaoyan Deng (2007), "A Meditation on Mediation: Evidence that Structural Equations Models Perform Better than Regressions" Journal of Consumer Psychology, 17 (2), 139-153.
36. Ingram, Thomas N. (2004), "Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability" Journal of Marketing Theory and Practice, 12, 4 (Fall), 18-28.
37. -, Raymond W. LaForge, and Thomas W. Leigh (2002), "Selling in the New Millennium: A Joint Agenda" Industrial Marketing Management, 31 (7), 559-567.
38. Johnson, Julie T., Hiram C. Barksdale, Jr., and James S. Boles (2001), "The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships" Journal of Personal Selling & Sales Management, 21, 2 (Spring), 123-134.
39. Jones, Eli, Steven P. Brown, Andris A. Zoltners, and Barton A. Weitz (2005), "The Changing Environment of Selling and Sales Management" Journal of Personal Selling & Sales Management, 25, 2 (Spring), 105-111.
40. Kowalkowski, Christian (2008), "Value Propositions in Business Markets: Insights from the Service-Dominant Logic of Marketing" paper presented at the Forum on Markets and Marketing: Extending Service-Dominant Logic, Sydney, Australia, December 4-6.
41. Leigh, Thomas W., and Greg W. Marshall (2001), "Research Priorities in Sales Strategy and Performance" Journal of Personal Selling & Sales Management, 21, 2 (Spring), 83-93.
42. Lincoln, Yvonna S., and Egon G. Guba (1985), Naturalistic Inquiry, Newbury Park, CA: Sage.
43. Lovelock, Christopher, and Evert Gummesson (2004), "Whither Services Marketing? In Search of a New Paradigm and Fresh Perspectives" Journal of Service Research, 7 (August), 20-41.
44. Matthyssens, Paul, and Wesley J. Johnston (2006), "Marketing and Sales: Optimization of a Neglected Relationship" Journal of Business and Industrial Marketing, 21 (6), 338-345.
45. Miles, Matthew P., and Michael Huberman (1994), Qualitative Data Analysis: An Expanded Sourcebook, Thousand Oaks, CA: Sage.
46. Millman, Tony F. (1996), "Global Key Account Management and Systems Selling" International Business Review, 5 (6), 631-645.
47. Moncrief, William C., and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling" Industrial Marketing Management, 34 (January), 13-22.
48. Narus, James A., and James C. Anderson (1995), "Using Teams to Manage Collaborative Relationships in Business Markets" Journal of Business-to-Business Marketing, 2 (3), 17-46.
49. Normann, Richard (1977), Management for Growth, New York: John Wiley & Sons.
50. - (2001), Reframing Business: When the Map Changes the Landscape, Chichester, UK: John Wiley & Sons.
51. Nunnally, Jum C., and Ira H. Bernstein (1994), Psychometric Theory, London: McGraw-Hill.
52. O'Leary-Kelly, Scott W., and Benito E. Flores (2002), "The Integration of Manufacturing and Marketing/Sales Decisions: Impact on Organizational Performance" Journal of Operations Management, 20 (3), 221-240.
53. Olhager, Jan, Martin Rudberg, and Joakim Wikner (2001), "Long-Term Capacity Management: Linking the Perspectives from Manufacturing Strategy and Sales and Operations Planning" International Journal of Production Economics, 69 (1), 215-225.
54. Oliva, Rogelio, and Robert Kallenberg (2003), "Managing the Transition from Products to Services" International Journal of Service Industry Management, 14 (2), 160-172.
55. Olson, Eric M., David W. Crawens, and Stanley F. Slater (2001), "Competitiveness and Sales Management: A Marriage of Strategies" Business Horizons, 44, 2 (March-April), 25-30.
56. O'Reilly, Charles A., and Michael L. Tushman (2008), "Ambidexterity as a Dynamic Capability: Resolving the Innovator's Dilemma" Research in Organizational Behavior, 28 (2008), 185-206.
57. Osterwalder, Alexander (2004), "The Business Model Ontology- A Proposition in a Design Science Approach" Ph.D. dissertation, Ecole des Hautes Etudes Commerciales, University of Lausanne.
58. Patton, Michael Q. (2002), Qualitative Research & Evaluation Methods, Thousand Oaks, CA: Sage.
59. Prahalad, C.K. (2004), "The Co-Creation of Value-Invited Commentary" Journal of Marketing, 68 (1), 23.
60. Rutherford, Brian N., James S. Boles, Hiram C. Barksdale, Jr., and Julie T. Johnson (2006), "Single Source Supply Versus Multiple Source Supply: A Study into the Relationship Between Satisfaction and Propensity to Stay Within a Service Setting" Journal of Personal Selling & Sales Management, 26, 4 (Fall), 371-379.
61. -, -, G. Alexander Hamwi, Ramana Madupalli, and Leann Rutherford (2009), "The Role of the Seven Dimensions of Job Satisfaction in Salesperson's Attitudes and Behaviors" Journal of Business Research, 62 (11), 1146-1151.
62. Sawhney, Mohanbir (2006), "Going Beyond the Product, Defining, Designing, and Delivering Customer Solutions" in The Service-Dominant Logic of Marketing: Dialog, Debate, and Directions, Robert F. Lusch and Stephen Vargo, eds., Armonk, NY: M.E. Sharpe, 365-380.
63. Schön, Donald (1983), The Reflective Practitioner: How Professionals Think in Action, New York: Basic Books.
64. Senge, Peter (1990), The Fifth Discipline, New York: Doubleday Currency.
65. Sheth, Jagdish N., and Arun Sharma (2008), "The Impact of the Product to Service Shift in Industrial Markets and the Evolution of the Sales Organization" Industrial Marketing Management, 37 (3), 260-269.
66. Singh, Jagdip, and G.K. Rhoads (1991), "Boundary Role Ambiguity in Marketing-Oriented Positions: A Multidimensional, Multifaceted Operationalization" Journal of Marketing Research, 28 (3), 328-339.
67. Slater, Stanley F., and John C. Narver (1995), "Market Orientation and the Learning Organization" Journal of Marketing, 59 (3), 63-74.
68. Spekman, Robert E., and Robert Carraway (2006), "Making the Transition to Collaborative Buyer-Seller Relationships: An Emerging Framework" Industrial Marketing Management, 35 (1), 10-19.
69. Spiggle, Susan (1994), "Analysis and Interpretation of Qualitative Data in Consumer Research" Journal of Consumer Research, 21 (3), 491-503.
70. Storbacka, Kaj, and Suvi Nenonen (2009), "Customer Relationships and the Heterogeneity of Firm Performance" Journal of Business and Industrial Marketing, 24 (5-6), 360-372.
71. -, Lynette Ryals, Iain A. Davies, and Suvi Nenonen (2009), "The Changing Role of Sales: Viewing Sales as a Strategic, Cross-Functional Process" European Journal of Marketing, 43 (7-8), 890-906.
72. Strauss, Anselm, and Juliet Corbin (1990), Basics of Qualitative Research, Grounded Theory Procedure and Techniques, Newbury Park, CA: Sage.
73. Tanner, John F., Jr. (2002), "Comments on "Selling in the New Millennium: A Joint Agenda," Industrial Marketing Management, 31 (7), 569-572.
74. Tuli, Kapil R., Ajay K. Kohli, and Sundar G. Bharadwaj (2007), "Rethinking Customer Solutions: From Product Bundles to Relational Processes" Journal of Marketing, 71 (3), 1-17.
75. Ulaga, Wolfgang, and Andreas Eggert (2006), "Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status" Journal of Marketing, 70 (1), 119-125.
76. Vargo, Stephen L., and Robert F. Lusch (2008), "Service- Dominant Logic: Continuing the Evolution" Journal of the Academy of Marketing Science, 36 (1), 1-10.
77. -, Paul P. Maglio, and Melissa Archpru Akaka (2008), "On Value and Value Co-Creation: A Service Systems and Service Logic Perspective" European Management Journal, 26 (3), 145-152.
78. Wallendorf, Melanie, and Russel W. Belk (1989), "Assessing Trustworthiness in Naturalistic Consumer Research" in Interpretive Consumer Research, Elisabeth Hirschman, ed., Provo, UT: Association for Consumer Research, 69-84.
79. Weitz, Barton A., and Kevin D. Bradford (1999), "Personal Selling and Sales Management: A Relationship Marketing Perspective" Journal of Academy of Marketing Science, 27 (2), 241-254.
80. Williams, Brian C., and Christopher R. Plouffe (2007), "Assessing the Evolution of Sales Knowledge: A 20-Year Content Analysis" Industrial Marketing Management, 36 (4), 408-419.
81. Wilson, Hugh, and Elisabeth Daniel (2007), "The Multi-Channel Challenge: A Dynamic Capability Approach" Industrial Marketing Management, 36 (1), 10-20.
82. Wise, Richard, and Peter Baumgartner (1999), "Go Downstream: The New Profit Imperative in Manufacturing" Harvard Business Review, 77 (5), 133-141.
83. Workman, John P., Christian Homburg, and Ove Jensen (1998), "Intraorganizational Determinants of Key Account Management Effectiveness" Journal of Academy of Marketing Science, 31 (1), 3-22.
84. Wotruba, Thomas R. (1996), "The Transformation of Industrial Selling: Causes and Consequences" Industrial Marketing Management, 25 (5), 327-339.
85. Zott, Christoph, and Raphael Amit (2008), "The Fit Between Product Market Strategy and Business Model: Implications for Firm Performance" Strategic Management Journal, 29 (1), 1-26.