Benefit from market knowledge: Failure analysis capability and venture goal progress in a turbulent environment

Li, Xin; Shui, Xiaolong; Zhang, Minhao; Wang, Xiaojun; Wang, Changyu

doi:10.1016/j.indmarman.2023.05.019

Cited by 3 publications

(1 citation statement)

References 81 publications

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“…Other research addressed innovation management (Chesbrough, 2020; Wang et al , 2020; Lee and Trimi, 2021; Kotsopoulos, Karagianaki, and Baloutsos, 2022; Li et al , 2023) and innovative methods for supply chain management (Dovbischuk, 2022). Finally, Mostafiz et al (2022) highlight two tensions in long-term global value chains: the push to disintegrate (i.e.…”

Section: Literature Reviewmentioning

confidence: 99%

Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic

Giovannetti,

Sharma,

Rangarajan

et al. 2023

JBIM

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Purpose The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in sales strategy and processes. In addition, this study seeks to understand the characteristics of enduring shifts and how they are distinct from temporary shifts. Design/methodology/approach This qualitative analysis provides a comprehensive overview of the sales organizations and salespeople over the period from the start of the pandemic to early 2022. The authors interviewed 66 sales professionals from different countries and industries to better understand the temporary and enduring shifts in sales strategy and processes, adopting ad inductive and narrative approach. Findings There are four major findings. First, four key themes emerged: increased digitalization, resistance to digitalization, sales process changes and sales organization transformation. Second, changes are classified as temporary, permanent and accelerated changes. Third, some proposed changes were not supported. Finally, five findings were found that were not discussed in previous literature. Originality/value This paper finds distinctive findings that offer additional valuable insights that connect to and extend existing literature. These include emerging themes, classification shifts, unsupported proposed changes and unique findings.

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