Salesforce responsive roles in turbulent times: case studies in agility selling

Bourguignon, Benoit; Boeck, Harold; Alejandro, Thomas Brashear

doi:10.1108/jbim-01-2020-0010

Cited by 10 publications

(10 citation statements)

References 94 publications

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“…From the BRV perspective, IOS enhances the tourism supply chain flexibility as it assists travel businesses in influencing business performance through their ability to gain insight into changes in the tourism market (Mandal, 2019; Kumar et al , 2022). The coordination of resource coordination in the planning alliance also affects the organizational response flexibility and ability between the tourism supply chain (Jiang and McCabe, 2021) and tourist satisfaction of tourism businesses (Teng and Tsinopoulos, 2021; Bourguignon et al , 2021), and the latter will enhance the agility and competitiveness of the tourism supply chain.…”

Section: Research Modelsmentioning

confidence: 99%

Role of inter-organizational systems in driving tourism businesses forward in the post-COVID-19 new normal

Ku¹

2023

JBIM

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Purpose This study aims to explore how inter-organizational systems (IOSs) drive tourism businesses to a new normal based on the resource-based view through the supply chain of tourism and information and computer technology used in IOSs. Design/methodology/approach Data were collected from the management of tourism businesses, and stratified sampling was used in the study. The authors selected 1,000 travel agencies as the study sample, mailed the research questionnaire to their managers and received 252 completed questionnaires. The authors analyzed the data using the partial least squares approach. Findings IOS is seen as a transformational service mechanism that provides a dynamic support weapon for members of the tourism supply chain. Tourism businesses should look for suppliers providing comprehensive services through IOS, excellent quality tourism products and customized tourism products to enhance the competitiveness of tourism businesses in the new normal. Originality/value This study provides an industrial marketing research perspective on tourism businesses facing the challenges of the new normal. For tourism businesses, technological innovation allows for changes in the strategies and procedures for their transformation and improves the business model of tourism businesses in the new normal.

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Section: Research Modelsmentioning

confidence: 99%

Role of inter-organizational systems in driving tourism businesses forward in the post-COVID-19 new normal

Ku¹

2023

JBIM

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“…We could assume COVID-19 pandemic to be both unpredicted and unprecedented, an exceptional critical event that exemplifies the need for an agile approach. Moreover, Bourguignon et al (2021) find that salespeople engage in agility selling to amplify, innovate, cooperate or mitigate turbulence to capitalize on business opportunities while reducing the negative effects on both the supplier and the buyer.…”

Section: Drivers Of Business-to-business Sales Success and The Role O...mentioning

confidence: 99%

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Guesalaga,

Ruiz-Alba,

López-Tenorio

2023

JBIM

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Purpose The purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19. Design/methodology/approach The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a fuzzy-set qualitative comparative analysis (fsQCA). Findings This research shows that interfunctional coordination, agility in the selling process and business customer engagement are critical determinants of B2B sales success, whereas digitalization moderates these relationships. Originality/value This research responds to a call for more research on the impact of digitalization on business relationships in different contexts and perspectives. The authors study the Chilean context, through a two-stage qualitative study, and a fsQCA analysis, which constitutes a novel combination in this stream of research.

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“…Salespeople are the vanguards of a company and are the first to feel and respond to crucial events in the external environment. A sales manager should aim to manage external turbulence by training his salespeople for increased responsiveness and adaptive selling, where the salesperson aligns their sales pitch and behavior with market stimuli for increasing sales performance (Bourguignon et al , 2021). In our study, product innovation shows a direct influence on market turbulence.…”

Section: Total Interpretive Structural Modeling Model Interpretationmentioning

confidence: 99%

Exploring new-product selling challenges in the FMCG sector: a qualitative method approach

Sharma

Sagar

2023

QMR

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Purpose The study aims to identify salespeople’s challenges while selling newly launched products in the fast-moving consumer goods (FMCG) sector by examining the holistic environment in which they perform their selling tasks. Furthermore, it develops a hierarchical model mapping the interrelationships between identified challenges to explore their dependence and driving power through qualitative research techniques. Design/methodology/approach The current study is exploratory and inductive in its research design. It used focus-group discussion (FGD), semistructured interviews and thematic content analysis (TCA) to identify new-product selling challenges in the FMCG sector. The identified factors were then worked into a hierarchical model using total interpretive structural modeling (TISM) to analyze their relationship. The factors were further classified into clusters based on their driving and dependence power, with the help of the Matrice d’Impacts Croisés Multiplication Appliquée à un Classement (MICMAC) technique Findings The TISM and MICMAC results identified salespeople’s most critical new-product selling challenges in the FMCG sector: product innovation, product differentiation, customer perception and market turbulence. An enhanced organizational focus on these factors will ensure that salespeople get adequate input to tackle the challenges they face while selling newly launched FMCG products. Research limitations/implications The study was confined to identifying challenges in the FMCG sector alone but offered scope for application in other sectors. Practical implications This study will help organizations to identify and close gaps in the new-product selling process, thereby improving the performance of salespeople and contributing to a new product’s success. The study findings have a bearing on various stages of product development, management and life cycle. They also highlight the need for greater synergy between an organization’s sales force and other departments. Originality/value To the best of the authors’ knowledge, this research is unique in identifying new-product selling challenges in the FMCG sector. It also delineates the complex Web of interrelationships between them and classifies the identified factors based on their driving and dependence on power. The research results can help in organizational decision-making and sales practices, empowering salespeople in their new-product selling tasks.

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Salesforce responsive roles in turbulent times: case studies in agility selling

Cited by 10 publications

References 94 publications

Role of inter-organizational systems in driving tourism businesses forward in the post-COVID-19 new normal

Role of inter-organizational systems in driving tourism businesses forward in the post-COVID-19 new normal

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Exploring new-product selling challenges in the FMCG sector: a qualitative method approach

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