Show Summary Details

Page of

PRINTED FROM OXFORD HANDBOOKS ONLINE (www.oxfordhandbooks.com). © Oxford University Press, 2018. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a title in Oxford Handbooks Online for personal use (for details see Privacy Policy and Legal Notice).

date: 18 June 2019

Abstract and Keywords

This article examines organizational commitment to sales. It shows several macro-trends in sales force management that impact the way in which organizations may support the role and functions of the sales forces. In particular, three main trends are affecting the way in which organizations view, utilize, and support marketing and, as a consequence, their sales efforts. First, the perception of the role of marketing as a translator of value to and from the external market is changing to one which sees it as a core competence of the firm whose primary obligation is to facilitate value co-creation. Second, the venue of value creation is often now value configurations—economic and social actors within networks interacting and exchanging across and through networks. Third, sales forces are generating more sales with fewer sales people, and therefore the “transformation of the sales force” has been predicted.

Keywords: organizational commitment, sales forces, sales efforts, value creation, networks

Access to the complete content on Oxford Handbooks Online requires a subscription or purchase. Public users are able to search the site and view the abstracts and keywords for each book and chapter without a subscription.

Please subscribe or login to access full text content.

If you have purchased a print title that contains an access token, please see the token for information about how to register your code.

For questions on access or troubleshooting, please check our FAQs, and if you can''t find the answer there, please contact us.