Selling actors in multi-actor sales ecosystems

Detalhes bibliográficos
Autor(a) principal: Weretecki, Patrick
Data de Publicação: 2020
Outros Autores: Greve, Goetz, Henseler, Jörg
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10362/108366
Resumo: Weretecki, P., Greve, G., & Henseler, J. (2021). Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters. Journal of Business and Industrial Marketing, 36(4), 641-653. [Advanced online publication on 30 november 2020].https://doi.org/10.1108/JBIM-03-2020-0145.
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spelling Selling actors in multi-actor sales ecosystemswho they are, what they do and why it mattersCo-creationIdentitiesMulti-actorParticipation behaviorSales ecosystemSelling actorBusiness and International ManagementMarketingWeretecki, P., Greve, G., & Henseler, J. (2021). Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters. Journal of Business and Industrial Marketing, 36(4), 641-653. [Advanced online publication on 30 november 2020].https://doi.org/10.1108/JBIM-03-2020-0145.Purpose: The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by salespeople, the distribution of tasks, allocation of responsibilities and finally the role of the salespeople changes. However, little is known about salespersons’ perceptions of selling actors’ identities and participation behavior in multi-actor sales ecosystems. Design/methodology/approach: The authors conducted a World Café, a new qualitative method to the field of sales research, to obtain first data on selling actor identities in multi-actor sales ecosystems. Salespeople, who had the chance to observe and interact with more than 98,000 selling actors, disclosed their perceptions of selling actors’ participation behavior in a multi-actor sales ecosystem. Four different data sources were analyzed using qualitative content analysis to develop a comprehensive understanding of the topic and to test validity through the convergence of information from different sources. Findings: Using identity theory, a salesperson–selling actor relationship/behavior typology for multi-actor sales ecosystems was developed. Eight different selling actor identities were identified: avoider, observer, receptive actor, prepper, expecter, savvy actor, challenger and coworker. Originality/value: The typology provides researchers and managers with a tool to better understand and evaluate sales ecosystems. This knowledge can be used as a starting point for the reassessment of the knowledge, skills and abilities necessary for salespeople in multi-actor sales ecosystems and to improve their training and coaching. The firsthand experiences reported by the participants of the World Café enable salespeople to identify different selling actors faster and prepare fitting approaches for all selling actor identities.Information Management Research Center (MagIC) - NOVA Information Management SchoolNOVA Information Management School (NOVA IMS)RUNWeretecki, PatrickGreve, GoetzHenseler, Jörg2020-12-09T03:57:22Z2021-05-252021-05-25T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article13application/pdfhttp://hdl.handle.net/10362/108366eng0885-8624PURE: 26756362https://doi.org/10.1108/JBIM-03-2020-0145info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T04:52:52Zoai:run.unl.pt:10362/108366Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:41:09.208824Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Selling actors in multi-actor sales ecosystems
who they are, what they do and why it matters
title Selling actors in multi-actor sales ecosystems
spellingShingle Selling actors in multi-actor sales ecosystems
Weretecki, Patrick
Co-creation
Identities
Multi-actor
Participation behavior
Sales ecosystem
Selling actor
Business and International Management
Marketing
title_short Selling actors in multi-actor sales ecosystems
title_full Selling actors in multi-actor sales ecosystems
title_fullStr Selling actors in multi-actor sales ecosystems
title_full_unstemmed Selling actors in multi-actor sales ecosystems
title_sort Selling actors in multi-actor sales ecosystems
author Weretecki, Patrick
author_facet Weretecki, Patrick
Greve, Goetz
Henseler, Jörg
author_role author
author2 Greve, Goetz
Henseler, Jörg
author2_role author
author
dc.contributor.none.fl_str_mv Information Management Research Center (MagIC) - NOVA Information Management School
NOVA Information Management School (NOVA IMS)
RUN
dc.contributor.author.fl_str_mv Weretecki, Patrick
Greve, Goetz
Henseler, Jörg
dc.subject.por.fl_str_mv Co-creation
Identities
Multi-actor
Participation behavior
Sales ecosystem
Selling actor
Business and International Management
Marketing
topic Co-creation
Identities
Multi-actor
Participation behavior
Sales ecosystem
Selling actor
Business and International Management
Marketing
description Weretecki, P., Greve, G., & Henseler, J. (2021). Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters. Journal of Business and Industrial Marketing, 36(4), 641-653. [Advanced online publication on 30 november 2020].https://doi.org/10.1108/JBIM-03-2020-0145.
publishDate 2020
dc.date.none.fl_str_mv 2020-12-09T03:57:22Z
2021-05-25
2021-05-25T00:00:00Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10362/108366
url http://hdl.handle.net/10362/108366
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 0885-8624
PURE: 26756362
https://doi.org/10.1108/JBIM-03-2020-0145
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
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dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
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