Journal ArticleDOI
Industrial Salesmen as a Source of Marketing Intelligence
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In this article, the authors present case histories of different companies, showing how they use the knowledge of their salespeople in product development, sales forecasting and other planning areas, and suggest that much information can be accrued from the salesforce of a company, which, if made good use of, could lead to better market planning.Abstract:
States that salespeople are increasingly taking on a dual role — not only of selling, but also in gathering intelligence from the marketplace. Presents three case histories of different companies, showing how they use the knowledge of their salespeople in product development, sales forecasting and other planning areas. Suggests that much information can be accrued from the salesforce of a company, which, if made good use of, could lead to better market planning.read more
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Journal ArticleDOI
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
TL;DR: In this paper, the authors explore the generation and use of competitive intelligence within the buyer-seller exchange process and its influence on salesperson performance using the concept of social capital as a theoretical foundation and multilevel data collected at three time points from 686 customer-salesperson dyads.
Journal ArticleDOI
Business Marketing Comes of Age : A Comprehensive Review of the Literature
David A. Reid,Richard E. Plank +1 more
TL;DR: A review of the business marketing literature from 1978 to 1997 from twenty-three journals, five sets of proceedings, and selected books of articles is presented in this paper. But the focus of this paper is on the current state of the field and suggest directions for future development.
Journal ArticleDOI
The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities
Joël Le Bon,Dwight Merunka +1 more
TL;DR: In this article, the authors study how salespeople's motivation and effort to gather and transmit marketing intelligence to management may be influenced by individual (organizational commitment, desire for upward mobility) and managerial (control system, participation in decision making, feedback, recognition) factors.
Journal ArticleDOI
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
TL;DR: In this article, the authors developed a framework to examine the performance impact of competitive intelligence at individual salesperson and sales district levels, with sales district CI quality diversity and sales managers' network centrality as contingencies thereof.
Journal ArticleDOI
Competitive intelligence collection and use by sales and service representatives: how managers’ recognition and autonomy moderate individual performance
TL;DR: In this article, the authors investigate how organizational identification and role conflict impact the collection and use of individual competitive intelligence (ICI) and how this impacts individual performance, and they conclude that firms can create an environment which facilitates the collection of ICI and that this, in turn, positively affects individual performance.
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