Abstract
Purpose: We build upon the identified research gaps and extend the works of (Toytari et al.
2011), Building on the seven steps of selling (Dubinsky, 1981) as well as (Moncrief and Marshall,
2005), and present a conceptualization of the sales process model in light of industry 4.0.
Design/methodology/approach: Building on the synthesis of existing literature, we induct a
theoretical framework explaining how technology-enabled processes affect the sales process.
Findings: The interplay between digital technologies and sales processes and subsequently on
the salespeople activities and the B2B value chain relationships, including customers,
distributors, and partners.
Originality: We induct a theoretical framework, "Aalborg Sales Process Model (MAPS),"
explaining how technology-triggered processes influence the sales process. This is a premier
conceptualization defining how technology-enabled systems influence modern-day sales
processes to the best of our knowledge.
Research limitations/implications: This is a conceptual framework and requires empirical
operationalization for its validity and generalizability.
2011), Building on the seven steps of selling (Dubinsky, 1981) as well as (Moncrief and Marshall,
2005), and present a conceptualization of the sales process model in light of industry 4.0.
Design/methodology/approach: Building on the synthesis of existing literature, we induct a
theoretical framework explaining how technology-enabled processes affect the sales process.
Findings: The interplay between digital technologies and sales processes and subsequently on
the salespeople activities and the B2B value chain relationships, including customers,
distributors, and partners.
Originality: We induct a theoretical framework, "Aalborg Sales Process Model (MAPS),"
explaining how technology-triggered processes influence the sales process. This is a premier
conceptualization defining how technology-enabled systems influence modern-day sales
processes to the best of our knowledge.
Research limitations/implications: This is a conceptual framework and requires empirical
operationalization for its validity and generalizability.
| Originalsprog | Engelsk |
|---|---|
| Titel | Proceedings of the 15th Annual Conference of the Global Sales Science Institute : Creating Value for Customers and Companies in a Changing World |
| Forlag | Global Sales Science Institute |
| Publikationsdato | 8 jun. 2022 |
| Sider | 25-37 |
| Status | Udgivet - 8 jun. 2022 |
| Begivenhed | The Global Sales Science Institute (GSSI) 15th Conference - Frankfurt, Tyskland Varighed: 8 jun. 2022 → 11 jun. 2022 Konferencens nummer: 15 https://www.ama.org/events/academic/2022-global-sales-science-institute-and-ama-sales-sig-conference/ |
Konference
| Konference | The Global Sales Science Institute (GSSI) 15th Conference |
|---|---|
| Nummer | 15 |
| Land/Område | Tyskland |
| By | Frankfurt |
| Periode | 08/06/2022 → 11/06/2022 |
| Internetadresse |