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This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing heavily in inside sales forces, academic research lags behind this evolution.

Using a two-study qualitative approach, the authors examine contemporary inside sales forces’ responsibilities and operational configurations. Study 1 uses a cross-industry sample of sales leaders and professionals to examine roles and responsibilities. Study 2 used the second sample of sales leaders and professionals to explore the impact of various organizational configurations.

The study identifies important differences between inside and outside salespeople in terms of job demands and resources; inside salespeople’s greater reliance on sales technology and analytics than outside counterparts; and existing control systems’ failure to provide resources and incentives to match with inside salespeople’s increasing strategic benefits and job demands. The study also explores four distinct inside–outside configurations. The differences among these configurations help to explain the distinct benefits and costs of each configuration regarding the company, customer and intra sales force processes, which, in turn, determine inside salespeople’s strategic benefits and job demands.

The authors discuss the theoretical implications of these findings for research on the evolving roles and capabilities of the inside sales force; antecedents and consequences of firms’ choice of inside–outside sales force configurations; and the impact of technology and the inside sales force. They propose a research agenda that includes a series of specific future research questions.

This study informs managers of the unique role of the inside sales force and how it differs from their outside counterpart. The results inform managers of the issues inherent to various inside sales configurations, helping them determine, which configuration best addresses their customers’ needs.

This research provides a detailed, updated account of the differences between inside and outside sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force configurations; how these differences drive the inside sales force’s increasing strategic benefits and job demands; and organizational choice of inside sales force configurations. A research agenda is then presented.

The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management to be published by the Journal of Research in Interactive Marketing. Key research needs are identified.

A content analysis was performed on 106 articles categorized over 1998-2013. Ebsco Host was used as the database search engine, running impendent searches using personal selling, professional selling and sales management as identifiers across a variety of interactive marketing topics identified by Journal of Research in Interactive Marketing (JRIM)’s Editorial Board.

The examination of the convergence of interactive marketing in a personal selling/sales management context revealed 106 articles, with approximately 60 per cent being published in the past eight years. Although the interactive marking field is growing, there is clearly a significant opportunity for scholarly work across wide-ranging personal selling and sales management topics, and specifically in the areas of performance indices, evolving technologies, social media and tactical sales and management issues.

The paper reviews personal selling and sales management articles that have been published in the time period of 1998-2013 across marketing, business and non-business journals. While the Journal of Personal Selling and Sales Management has been the dominant outlet, other marketing and non-marketing journals are increasing their exposure in these areas.

The study provides both academics and practitioners with an updated review of the interactive marketing literature along with a sense of how personal selling and sales management research is evolving. This review offers value as a standalone article and as input for scholars submitting manuscripts to JRIM’s Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management.

EVERYONE interested in the British library movement will learn with sorrow and regret that one of its greatest friends and strongest champions has passed away, in the person of Thomas Greenwood, the kind‐hearted and generous advocate of libraries, who won the respect and regard of every English libiarian. From one of his own periodicals the following particulars are abstracted:—

The purpose of this paper is to examine whether B corps’ (for-profit entities whose owners voluntarily commit to conduct business in a socially responsible manner, beyond traditional CSR, that generates profits, but not at the expense of stakeholders) commitment to social issues influences two aspects of financial performance: employee productivity and sales growth.

This paper is an exploratory analysis of B corps. This paper examines B corps with B Lab’s B Impact Assessment reports and PrivCo financial data, for descriptive information. This paper also analyzes the financial impact of obtaining and reporting on excellence in both employee and consumer focus, as well as the differences in financial growth between B corps and non-hybrid peers.

Overall, results suggest that, among B corps whose treatment of employees (consumers) is recognized as an “area of excellence,” employee productivity (sales growth) is significantly higher. Additionally, sales growth is significantly higher for B corps relative to their peer, non-hybrid, matched firms.

Results from this study inform states considering the adoption of the B corp legal status – this legal status does not hinder firm profitability, but instead enhances long-term firm value while allowing firms to beneficially affect their communities, consumers, employees and the environment.

Results from this study provide important insights regarding the current paradigm shift from the traditional business focus on profit maximization to a fruitful coexistence of profits with social interests and initiatives, within a structure of dissolving national boundaries and increasingly divergent logics.

This paper provides an initial empirical examination of B corp performance.

This paper aims to determine a uniquely Canadian training path for tourism companies to follow to embed sustainable tourism practices in their companies.

The foundation of this paper was laid by conducting in-depth executive interviews with leading tourism companies in Canada. Based on the interviews, an eight-question survey was developed and sent to 22 Canadian tourism companies with a response rate of 36 per cent. The results of best practice research conducted in the UK and Ireland were considered in relation to implementation in Canada.

This paper suggests a Canadian process and key concepts to consider for embedding sustainability in tourism companies.

This paper provides a practical training process, geared for Canadian tourism companies, that embeds sustainability in all divisions of the company. A step-by-step process is described that all tourism companies, no matter their size, can use to embed sustainability.

This paper draws upon the author’s experience in working with Canadian tourism companies and incorporates best practices shared in a partnership with The Travel Foundation. As the paper represents both original research and industry best practice, it is of interest to academics, tourism training centres and tourism companies in Canada. Learning an effective and efficient process developed specifically for Canadian tourism companies will allow companies to economically embed sustainability and ultimately create a unique market position for the company.

This research draws on social identity literature and intersectionality to examine the social construction of race, gender, and sexuality within hip-hop music and how this shapes the identity development of college students. Data were collected from 26 college students through semi-structured interviews. Participants described men as being portrayed as hyper-masculine and identified lyrics that supported toxic masculinity. Participants reported that the dominant theme in hip-hop today centered on “trappin” or selling drugs and glamorized that life. African American men, in particular, described how this theme in music shaped the narrative around race and masculinity, how others saw them as Black men, and how they had to counter that image and stereotype as college students. Participants described the negative portrayal of women in hip-hop. However, women participants were more conflicted in their perception of women in hip-hop and said that when women were the artists this illustrated more agency and was liberating even if the images and lyrics were sexualized. Participants were adamant that constructions of gender and sexuality within hip-hop music and videos shaped expectations within relationships. Despite the criticisms of hip-hop, participants described how raising consciousness through hip-hop affected their own identities. This research contextualizes the findings with a discussion of how popular culture shapes identity around race, gender, and sexuality and shapes the expectations within relationships. Further, the research concludes with a discussion of intersectionality and how this provides a better understanding of the effects of identity development among marginalized groups.

This paper aims to develop an omni-channel framework in the context of sales and sales management related to six areas: sales contexts, impact of technology, stages in the sales process, impact on relationships, impact on firm performance and the role of various communication tools and platforms. The paper also offers future reach needs in each of these areas.

Literature review and research needs development.

Research in omni-channel marketing in the context of sales and sales management is virtually silent. The authors identify key research gaps and offer recommended future research opportunities.

To date, little research in sales and sales management has studied multi-channel marketing. The omni-channel research framework reported here is unique and will help guide research in this area.

The introduction of robots as value-adding “workers” on the shop floor triggers complex changes to manufacturing work. Such changes involve highly entangled relationships between technology, organisation and people. Understanding such entanglements requires a holistic assessment of contemporary robotised manufacturing work, to anticipate the dynamically emerging opportunities and risks of robotised work.

A systematic literature review of 87 papers was conducted to capture relevant themes of change in robotised manufacturing work. The literature was analysed using a thematic analysis approach, with Checkland’s soft systems thinking as an analytical framework.

Based on the literature analysis, the authors present a systemic conceptualisation of robotised manufacturing work. Specifically, the conceptualisation highlights four entangled themes of change: work, organisation of labour, workers’ (experiences) and the firm’s environment. Moreover, the authors discuss the complex patterns of interactions between these objects as relationships that defy straightforward cause–effect models.

The findings draw attention to complex interactions between robotisation and manufacturing work. It can, therefore, inform strategic decisions and support projects for robotisation from a holistic perspective.

The authors present a novel approach to studying and designing robotised manufacturing work as a conceptual system. In particular, the paper shifts the focus towards crucial properties of the system, which are subject to complex changes alongside the introduction of robot technology in manufacturing. Soft systems thinking enables new research avenues to explain complex phenomena at the intersection of robotisation and manufacturing work.

The intent of this chapter is to examine the historical and present-day intersections of injury, impairment, pain and risk-taking in the Paralympic Movement. While much has been written about injuries that end an athlete’s career, far less consideration has been given to how an injury might launch a sports career. In this chapter, I explore the experiences of athletes for whom injury and sports participation are fundamentally entwined.

To accomplish this, I draw on sociological literature on sport and injury, psychological literature on identities and sport retirement and feminist disability theories. The discussion is further enriched by interviews with Paralympic athletes and informed by own experience as a researcher, guide and volunteer in the Paralympic Movement.

This work illustrates how systems of representation intersect to (re)produce identities. This includes demonstrating how some individuals use sport as a means of claiming an athletic identity while distancing themselves from devalued disabled identities and the subsequent impact this can have on their psycho-social well-being.

This chapter demonstrates how sociologists of sports can engage with critical disability scholarship to deepen understandings of how and why individuals with impairments enter into sport and their experiences therein.

The paper focuses on the question of the extent to which individual preference-based values are suitable in guiding environmental policy and damage assessment decisions. Three criteria for “suitableness” are reviewed: conceptual, moral and legal. Their discussion suggests that: (i) the concept of economic value as applied to environmental resources is a meaningful concept based on the notion of trade-off; (ii) the limitations of the moral foundations of cost-benefit analysis do not invalidate its use as a procedure for guiding environmental decision making; (iii) the input of individual preferences into damage assessment is compatible with the basic foundations of tort law; (iv) using individual preference-based methods provides incentives for efficient levels of due care; (v) determining standing is still very contentious for various categories of users as well as for aggregating non-use values. Overall, the discussion suggests that the use of preference-based approaches in both the policy and legal arenas is warranted provided that they are accurately applied, their limitations are openly acknowledged and they assume an information-providing rather than a determinative role.