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Furthering the Field of Selling and Sales Management

Quality in Sales and Sales Management Research. IdeasTheoryMethodRelevance. Ideas. Derived from industry What issues are keeping management awake at night? Related fields e.g., group behavior, learning, creativityConsulting roles you might be involved inMSI prioritiesISBMSpecial issue of

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Furthering the Field of Selling and Sales Management

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    1. Furthering the Field of Selling and Sales Management Presented at the 2005 National Conference in Sales and Sales Management Presented by: Kenneth R. Evans Pinkney C. Walker Professor of Marketing-University of Missouri-Columbia

    2. Quality in Sales and Sales Management Research Ideas Theory Method Relevance

    3. Ideas Derived from industry What issues are keeping management awake at night? Related fields e.g., group behavior, learning, creativity Consulting roles you might be involved in MSI priorities ISBM Special issue of JPSSM Strive to be less incremental International context

    4. Theory Need to have appropriate theory to support the proposed relationships/frameworks seek to find integrative theories competing theories are often of particular interest as they offer/test alternative explanations Informed use of theory Extend the scope of previous research (education, social psych., services marketing, anthropology, economics) Appropriate bridging from the basic theory to the research context

    5. Methodology Qualitative studies Rich data environments (validity versus reliability) single versus multiple setting Longitudinal data Multiple methods/multiple measures Construct specification and instrument development

    6. Relevance Talk to practitioners to test ideas before engaging in projects Seek to get some idea as to whether the theory we are applying makes sense from the practitioners perspective Pilot test Seek partnerships in executing projects Use projects to build credibility, providing the opportunity to explore more cutting edge issues

    7. Future of Sales and Sales Management Research Management of customer relationships Service boundary spanner productivity Efficiency and technology International Product differentiation through service and sales New metrics e.g., ethics, team building

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