Preparing for, withstanding, and learning from sales crises
The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars recently convened at the American Marketing Associ...
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| مؤلفون آخرون: | , , , , , |
| التنسيق: | article |
| منشور في: |
2022
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| الوصول للمادة أونلاين: | http://hdl.handle.net/10725/14122 https://doi.org/10.1080/08853134.2022.2108821 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2022.2108821 |
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| _version_ | 1864513469162717184 |
|---|---|
| author | Dugan, Riley |
| author2 | Chaker, Nawar N. Nowlin, Edward Deeter-Schmelz, Dawn Rangarajan, Deva Agnihotri, Raj Itani, Omar S. |
| author2_role | author author author author author author |
| author_facet | Dugan, Riley Chaker, Nawar N. Nowlin, Edward Deeter-Schmelz, Dawn Rangarajan, Deva Agnihotri, Raj Itani, Omar S. |
| author_role | author |
| dc.creator.none.fl_str_mv | Dugan, Riley Chaker, Nawar N. Nowlin, Edward Deeter-Schmelz, Dawn Rangarajan, Deva Agnihotri, Raj Itani, Omar S. |
| dc.date.none.fl_str_mv | 2022-10-25T06:46:32Z 2022-10-25T06:46:32Z 2022 2022-10-25 |
| dc.identifier.none.fl_str_mv | 0885-3134 http://hdl.handle.net/10725/14122 https://doi.org/10.1080/08853134.2022.2108821 Dugan, R., Chaker, N. N., Nowlin, E., Deeter-Schmelz, D., Rangarajan, D., Agnihotri, R., & Itani, O. S. (2022). Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda. Journal of Personal Selling & Sales Management, 1-16. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2022.2108821 |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Journal of Personal Selling & Sales Management |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | Preparing for, withstanding, and learning from sales crises implications and a future research agenda |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars recently convened at the American Marketing Association’s Winter Conference to discuss the challenges and opportunities facing salespeople and their firms before, during, and after a sales crisis. Thus, based on this session and subsequent follow-up discussions, this paper develops a framework detailing how the sales function should prepare for, withstand, and learn from a sales crisis. In so doing, we argue that sales crises can originate internally and externally to an organization and can impact the entire sales organization, the sales manager, and/or individual salespeople. Moreover, viewing a sales crisis simply as a turning point rather than a devastating event, we highlight the implications for salespeople and their managers who must inevitably deal with sales crises and the changes involved. Finally, we conclude with potential future directions for sales scholars interested in exploring the impact of crises on the sales function, as the next sales crisis is likely just around the corner. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_1ac493ecb7b50471182eb1868a8bcb02 |
| identifier_str_mv | 0885-3134 Dugan, R., Chaker, N. N., Nowlin, E., Deeter-Schmelz, D., Rangarajan, D., Agnihotri, R., & Itani, O. S. (2022). Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda. Journal of Personal Selling & Sales Management, 1-16. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/14122 |
| publishDate | 2022 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | Preparing for, withstanding, and learning from sales crisesimplications and a future research agendaDugan, RileyChaker, Nawar N.Nowlin, EdwardDeeter-Schmelz, DawnRangarajan, DevaAgnihotri, RajItani, Omar S.The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars recently convened at the American Marketing Association’s Winter Conference to discuss the challenges and opportunities facing salespeople and their firms before, during, and after a sales crisis. Thus, based on this session and subsequent follow-up discussions, this paper develops a framework detailing how the sales function should prepare for, withstand, and learn from a sales crisis. In so doing, we argue that sales crises can originate internally and externally to an organization and can impact the entire sales organization, the sales manager, and/or individual salespeople. Moreover, viewing a sales crisis simply as a turning point rather than a devastating event, we highlight the implications for salespeople and their managers who must inevitably deal with sales crises and the changes involved. Finally, we conclude with potential future directions for sales scholars interested in exploring the impact of crises on the sales function, as the next sales crisis is likely just around the corner.Published2022-10-25T06:46:32Z2022-10-25T06:46:32Z20222022-10-25Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0885-3134http://hdl.handle.net/10725/14122https://doi.org/10.1080/08853134.2022.2108821Dugan, R., Chaker, N. N., Nowlin, E., Deeter-Schmelz, D., Rangarajan, D., Agnihotri, R., & Itani, O. S. (2022). Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda. Journal of Personal Selling & Sales Management, 1-16.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://www.tandfonline.com/doi/full/10.1080/08853134.2022.2108821enJournal of Personal Selling & Sales Managementinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/141222022-10-25T13:21:42Z |
| spellingShingle | Preparing for, withstanding, and learning from sales crises Dugan, Riley |
| status_str | publishedVersion |
| title | Preparing for, withstanding, and learning from sales crises |
| title_full | Preparing for, withstanding, and learning from sales crises |
| title_fullStr | Preparing for, withstanding, and learning from sales crises |
| title_full_unstemmed | Preparing for, withstanding, and learning from sales crises |
| title_short | Preparing for, withstanding, and learning from sales crises |
| title_sort | Preparing for, withstanding, and learning from sales crises |
| url | http://hdl.handle.net/10725/14122 https://doi.org/10.1080/08853134.2022.2108821 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.tandfonline.com/doi/full/10.1080/08853134.2022.2108821 |