European Journal of Marketing: Volume 58 Issue 3

“Converging on a new theoretical foundation for selling” five years later: emerging priorities, new applications, & directions for ongoing research

Christopher R. Plouffe, Nathaniel Hartmann, Bryan W. Hochstein

Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that…

Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes

Christopher R. Plouffe, Thomas E. DeCarlo, J. Ricky Fergurson, Binay Kumar, Gabriel Moreno, Laurianne Schmitt, Stefan Sleep, Stephan Volpers, Hao Wang

This paper aims to explore the increasing importance of the intraorganizational dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it examines how…

Charting the course: a framework for networking across the selling ecosystem

Molly R. Burchett, Rhett T. Epler, Alec Pappas, Timothy D. Butler, Maria Rouziou, Willy Bolander, Bruno Lussier

The purpose of this paper is to conceptualize the notion of thin crossing points from a social network perspective and to outline the concrete networking strategies that enable…

Orchestration of value: the role of customer success managers within sales ecosystems

Emily A. Goad, Kevin S. Chase, David B. Brauer, Ellis Chefor, Nawar N. Chaker, Ruben Rabago, Bryan Hochstein, John D. Hansen

This study aims to integrate research on customer success (CS) management with the service ecosystems perspective of selling to enhance the understanding of the CS management…

Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem

Carlos Bauer, John M. Galvan, Tyler Hancock, Gary K. Hunter, Christopher A. Nelson, Jen Riley, Emily C. Tanner

Sales organizations embrace technological innovation. However, salespeople’s willingness to use new technology influences a firm’s return on investment, representing a significant…

Salesperson motivation, compensation, training and deployment within the sales ecosystem

Matthew M. Lastner, David A. Locander, Michael Pimentel, Andrew Pueschel, Wyatt A. Schrock, George D. Deitz, Adam Rapp

This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force. The authors provide a…