Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium |
| |
Authors: | William C Moncrief Nick J Lee William L Cron |
| |
Institution: | 1. Neeley School of Business, Texas Christian University, TCU Box 298530, Fort Worth, TX 76129, USA;2. Aston Business School, Aston University, Aston Triangle, Birmingham B4 7ET, UK |
| |
Abstract: | Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field. |
| |
Keywords: | sales trends sales analysis sales topics sales history |
|
|