Sustainability and professional sales: a review and future research agenda
Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability strategies, and the academic community has largely responded. However, while sustainability research has...
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| Format: | article |
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2023
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| Online Access: | http://hdl.handle.net/10725/16608 https://doi.org/10.1080/08853134.2023.2244675 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2023.2244675 |
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| _version_ | 1864513472930250752 |
|---|---|
| author | Gabler, Colin B. |
| author2 | Landers, V. Myles Itani, Omar S. |
| author2_role | author author |
| author_facet | Gabler, Colin B. Landers, V. Myles Itani, Omar S. |
| author_role | author |
| dc.creator.none.fl_str_mv | Gabler, Colin B. Landers, V. Myles Itani, Omar S. |
| dc.date.none.fl_str_mv | 2023 2023-09-18 2025-02-17T13:58:26Z 2025-02-17T13:58:26Z |
| dc.identifier.none.fl_str_mv | 0885-3134 http://hdl.handle.net/10725/16608 https://doi.org/10.1080/08853134.2023.2244675 Gabler, C. B., Landers, V. M., & Itani, O. S. (2023). Sustainability and professional sales: a review and future research agenda. Journal of Personal Selling & Sales Management, 43(4), 336-353. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2023.2244675 |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Journal of Personal Selling and Sales Management |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | Sustainability and professional sales: a review and future research agenda |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability strategies, and the academic community has largely responded. However, while sustainability research has proliferated across business disciplines, it is conspicuously missing from professional selling and sales management. This is partly due to conceptual ambiguity, but also because sustainability generally involves firm-level policies and programs, and therefore domains like consumer behavior, marketing strategy, and supply chain management have occupied the space. This is problematic because while executives develop sustainability strategies, the sales force is responsible for conveying those priorities to external stakeholders. Therefore, the goals of our manuscript are to: 1) organize and refine the definition of sustainability in a professional selling context, 2) review relevant literature that examines sustainability in that context, 3) explore emergent themes from this review that 4) reveal gaps in our understanding, and 5) present a research agenda for sales scholars to bridge these gaps and advance our understanding of the role of sustainability in sales and vice versa. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_0da5995849b8b8c90e5b74775ea61016 |
| identifier_str_mv | 0885-3134 Gabler, C. B., Landers, V. M., & Itani, O. S. (2023). Sustainability and professional sales: a review and future research agenda. Journal of Personal Selling & Sales Management, 43(4), 336-353. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/16608 |
| publishDate | 2023 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | Sustainability and professional sales: a review and future research agendaGabler, Colin B.Landers, V. MylesItani, Omar S.Sustainability has become a consideration for every firm operating in today’s business landscape. Scholars are tasked with uncovering bridges and barriers to successfully implement sustainability strategies, and the academic community has largely responded. However, while sustainability research has proliferated across business disciplines, it is conspicuously missing from professional selling and sales management. This is partly due to conceptual ambiguity, but also because sustainability generally involves firm-level policies and programs, and therefore domains like consumer behavior, marketing strategy, and supply chain management have occupied the space. This is problematic because while executives develop sustainability strategies, the sales force is responsible for conveying those priorities to external stakeholders. Therefore, the goals of our manuscript are to: 1) organize and refine the definition of sustainability in a professional selling context, 2) review relevant literature that examines sustainability in that context, 3) explore emergent themes from this review that 4) reveal gaps in our understanding, and 5) present a research agenda for sales scholars to bridge these gaps and advance our understanding of the role of sustainability in sales and vice versa.Published2025-02-17T13:58:26Z2025-02-17T13:58:26Z20232023-09-18Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0885-3134http://hdl.handle.net/10725/16608https://doi.org/10.1080/08853134.2023.2244675Gabler, C. B., Landers, V. M., & Itani, O. S. (2023). Sustainability and professional sales: a review and future research agenda. Journal of Personal Selling & Sales Management, 43(4), 336-353.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://www.tandfonline.com/doi/full/10.1080/08853134.2023.2244675enJournal of Personal Selling and Sales Managementinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/166082025-04-04T13:33:41Z |
| spellingShingle | Sustainability and professional sales: a review and future research agenda Gabler, Colin B. |
| status_str | publishedVersion |
| title | Sustainability and professional sales: a review and future research agenda |
| title_full | Sustainability and professional sales: a review and future research agenda |
| title_fullStr | Sustainability and professional sales: a review and future research agenda |
| title_full_unstemmed | Sustainability and professional sales: a review and future research agenda |
| title_short | Sustainability and professional sales: a review and future research agenda |
| title_sort | Sustainability and professional sales: a review and future research agenda |
| url | http://hdl.handle.net/10725/16608 https://doi.org/10.1080/08853134.2023.2244675 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2023.2244675 |