نوع مقاله : مدیریت استراتژیک (برنامه‌ها، تحلیل‌های استراتژیکی تولید، استراتژی‌های بازاریابی و مدیریت بازار، کسبوکار، سرمایه گذاری، منابع انسانی، مالی، رقابت، . . . )
نویسندگان
1 گروه مدیریت و حسابداری موسسه آموزش عالی نبی اکرم(ص) تبریز
2 دانشکده اقتصاد و مدیریت دانشگاه تربیت مدرس
3 دانشگاه تربیت مدرس
چکیده
کلیدواژه‌ها
عنوان مقاله [English]
نویسندگان [English]
The key role of B2B salesperson performance in the growth of sales organizations, the results of different levels of companies and the achievement of the activities of all functions of the organization is clear. The purpose of this study is to identify and explain the determinants of salesperson performance based on the perspective of service ecosystem. The research method is fundamental in terms of purpose and Grounded Theory method in terms of data collection method with a classical approach. The research community is the B2B sales experts of the country's food industry companies who have been selected using theoretical sampling. Research data was collected through in-depth interviews with 20 key sales managers and actors. After coding and analyzing the data, the determinants of salesperson performance in three levels of micro, meso and macro service ecosystem have been identified and classified, among which individual factors, salesperson stresses. Individual factors, co-operative factors, sales organization factors and organizational factors were the micro level factors of the service ecosystem. Characteristics of industry, sales actors, orientation between actors and sales methods of industry, determinants of middle level and finally community factors, family factors and macro variables of macro level factors were identified. Researchers, sales and marketing managers of companies by examining the results of this study can get acquainted with the determinants of salesperson performance at different levels of the service ecosystem and from it, to increase and improve salesperson performance, more effectively to use.
کلیدواژه‌ها [English]
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