2016 Q1 Research Review – edited by Jeremy Noad
29th January 2016 | Dr Jeremy Noad
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes.
In this edition, we start with two articles on sales performance. The first brings scientific examination on the subject of “luck” and the salesperson; it examines accidental and provoked luck. The second focuses on sales force management and the role of models to support the management of the sales function.
In the section on customer management, we start with a recent paper on value co-creation, which discusses how value can be co-created earlier in the value chain. In addition we highlight research on: implementing a KAM programme using the 7S model; buyer loyalty; social media use by KAMs and the linkage between sales force reputation and customer behaviour.
In the theme of capability development, we highlight a paper on sales coaching. Coaching by sales managers is widely believed to have a positive transformational effect on sales performance; the paper examines the application of coaching models in different countries. In the second paper, we feature a paper on sales simulation games, which are not widely used in the sales education currently.