A model for B2B salesperson performance with service ecosystems perspective: a grounded theory
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 25 October 2021
Issue publication date: 6 May 2022
Abstract
Purpose
The purpose of this study is to develop a model for business to business salesperson performance (SP) with a service ecosystems perspective.
Design/methodology/approach
To achieve the research aims, classical grounded theory was used. The data was gathered through in-depth interviews with 20 sales managers and main sales actors.
Findings
After coding and analyzing the data, salesperson institutional performance is introduced as a core category including three main dimensions of regulative, normative and cognitive-cultural performance. Multi-level factors determining SP are identified and performance results are introduced in a multi-level long term way. The sales actors, macro variables, actors’ orientations and sales method are introduced as circumstances, while salesperson stressors are presented as covariants deterring the fulfillment of salesperson’s activities.
Originality/value
This study focuses on the contributions of the salesperson in the alignment of institutional arrangements or the results of their being institutionalized, as well as determining the factors and variables affecting it.
Keywords
Citation
Razi, N., Moshabaki, A., Khodadad Hosseini, H. and Kordnaeij, A. (2022), "A model for B2B salesperson performance with service ecosystems perspective: a grounded theory", Journal of Business & Industrial Marketing, Vol. 37 No. 6, pp. 1314-1337. https://doi.org/10.1108/JBIM-07-2020-0316
Publisher
:Emerald Publishing Limited
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