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2024 | Buch

Introduction Kapitel lesen Erstes Kapitel lesen

Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers

verfasst von: Rico Schwarzkopf

Verlag: Springer Fachmedien Wiesbaden

Enthalten in: Springer Professional "Wirtschaft+Technik" , Springer Professional "Wirtschaft"

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Über dieses Buch

Sales processes in the business customer segment are increasingly taking place on a multi-person level. In order to ensure that technical experts and decision-makers can be adequately deployed in the selling center, sales associates usually carry out leadership tasks. The leadership of the selling center participants plays a crucial role when it comes to acting in a coordinated and professional manner towards the customer. However, this presupposes that a sales associate is accepted in the leadership role by all participants involved. This book examines the factors that generate acceptance of leadership within selling centers in order to enable and positively influence the cooperation of the selling center team.

Inhaltsverzeichnis

Frontmatter
Chapter 1. Introduction
Abstract
Times of globalization hold unprecedented opportunities for organizations of all sizes and according to Stütz and Hanisch (2008), change the business environment as we knew it previously. While in the past, the physical presence of a supplier in a respective country was often necessary in order to establish and maintain new business relationships, IT-supported technologies offer comprehensive opportunities to identify and approach new target customers. But how important do companies even think their own sales departments still are in times of digitalization, search engine optimization and webstores.
Rico Schwarzkopf
Chapter 2. Theoretical Framework
Abstract
As can be deduced from the title of this research paper as well as the formulation of the research questions, the theoretical framework affects several scientific areas. These include the selling center as a construct, the role allocation within a selling center, as well as selected aspects of leadership and acceptance theories. In the course of this chapter, the links between these scientific areas will be gradually established until they can be fully consolidated as a scientific investigation model.
Rico Schwarzkopf
Chapter 3. Qualitative Study
Abstract
According to Sowa (2014), qualitative research within the scientific community in the 2000s had difficulty finding recognition as a research method. According to Meyer, Miggelbrink and Beurskens (2018), this circumstance increasingly changed due to the growing acceptance in the scientific community and, increasingly, institutionalized use. According to Auer-Srnka and Griessmair (2010), qualitative research methods, especially in business research practice, are usually used for preliminary studies.
Rico Schwarzkopf
Chapter 4. Quantitative Study
Abstract
According to Tausendpfund (2018), qualitative research can be used to indicate the probability of rules based on repeated observations of individual cases. However, according to Tausendpfund (2018), qualitative research is not being able to conclusively prove these rules. According to Klapper, Konradt, Walter and Wolf (2007), qualitative research therefore tries to generate enough depth of understanding for complex real phenomena to derive hypotheses. According to Strauss (2004), these hypotheses are the link between qualitative research and quantitative research. A quantitative part within a mixed method design like this, according to Tausendpfund (2018) and Kuckartz (2014), serves the purpose of generalizing these results and obtaining more exact numbers of discovered differences.
Rico Schwarzkopf
Chapter 5. Critical Appraisal
Abstract
Possible limitations of this research work will be discussed in the following. In particular, the methodology used will be critically assessed.
Rico Schwarzkopf
Chapter 6. Conclusion
Abstract
The objective of this work was to identify factors that generate an acceptance of leadership within selling centers. It was furthermore to assess whether these factors can be influenced and whether these factors have different relevance for different selling center participants with different characteristics. The results of this work allowed all three research questions to be answered. Various implications can be derived for both practice and research.
Rico Schwarzkopf
Backmatter
Metadaten
Titel
Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers
verfasst von
Rico Schwarzkopf
Copyright-Jahr
2024
Electronic ISBN
978-3-658-44144-9
Print ISBN
978-3-658-44143-2
DOI
https://doi.org/10.1007/978-3-658-44144-9

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