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- W2986688366 endingPage "166" @default.
- W2986688366 startingPage "152" @default.
- W2986688366 abstract "Given the complexity (e.g., digitization, customization, and scale) of modern business solutions, salespeople increasingly seek to influence the pre-planning stages of buyer decision making to increase effectiveness. During the early stage of organizational buying, salespeople can align their firm's capabilities and expertise by offering input on problem definition, before a solution is sought. However, surprisingly little is known about the role of salespeople in the period before a buying firm decides to officially address a problem and seek vendor solutions. Thus, our research focuses on the inclusion of both incumbent salespeople (strong ties to the buying organization) and non-incumbent salespeople (limited, or non-existent, ties to the buying organization) in pre-decision phase information sourcing of buyers. Drawing upon theory from social network and problem solving literatures, we develop a contingency model to illustrate pre-decision phase conditions based on problem framing, structure, and urgency that make incumbent or non-incumbent salespeople more likely to be sources of information. We test our hypotheses across a series of scenario-based experimental studies conducted with purchasing managers. Our findings suggest situations where incumbent and non-incumbent salespeople have a greater likelihood of being positioned to engage in pre-decision stage planning with customers." @default.
- W2986688366 created "2019-11-22" @default.
- W2986688366 creator A5018231493 @default.
- W2986688366 creator A5036032780 @default.
- W2986688366 creator A5040331428 @default.
- W2986688366 creator A5080275880 @default.
- W2986688366 date "2020-02-01" @default.
- W2986688366 modified "2023-10-14" @default.
- W2986688366 title "Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing" @default.
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