Drivers of Sales Innovation in Business-To-Business Firms

Thomas Ritter; Jens Geersbro

Drivers of Sales Innovation in Business-To-Business Firms

Institut for Afsætningsøkonomi

Publikation: Bidrag til bog/antologi/rapport › Konferenceabstrakt i proceedings › Forskning › peer review

Abstract

This paper defines the term sales innovation, offers an operationalization of the concept, and discusses antecedents of sales innovation in terms of important internal and external drivers. An empirical analysis of 409 B2B firms identifies the internal drivers of sales innovation as increased top management focus and increased
resource allocation as well as increasing customer and competitor dynamics as external drivers. Despite the suggested positive impact of the degree of competitive pressure on sales innovation, the empirical results suggest a significant negative impact, i.e. competitive pressure
leads to less innovation in sales. Finally the paper suggests managerial implications as well as avenues of further research in this area.

Originalsprog	Engelsk
Titel	Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference : Paradigm Shifts & Interactions
Redaktører	Enrique Bigné
Udgivelsessted	Brussels
Forlag	European Marketing Academy. EMAC
Publikationsdato	2014
Sider	117
ISBN (Trykt)	9788437094533
Status	Udgivet - 2014
Begivenhed	The 43rd EMAC Annual Conference 2014: Paradigm Shifts & Interactions - The University of Valencia, Valencia, Spanien Varighed: 3 jun. 2014 → 6 jun. 2014 Konferencens nummer: 43 http://www.emac2014.eu/

Konference

Konference	The 43rd EMAC Annual Conference 2014
Nummer	43
Lokation	The University of Valencia
Land/Område	Spanien
By	Valencia
Periode	03/06/2014 → 06/06/2014
Internetadresse	http://www.emac2014.eu/

Navn	Proceedings of the European Marketing Academy
ISSN	2709-1589

Emneord

Sales
Innovation
Dynamics

Adgang til dokumentet

http://adeit.estaticos.econgres.es/2014EMAC/guia2014.pdfLicens: Ikke-specificeret

Handle.net

Persistent link

Citationsformater

@inbook{38262997f66a4f6d81f4ff5a4a3a95e7,

title = "Drivers of Sales Innovation in Business-To-Business Firms",

abstract = "This paper defines the term sales innovation, offers an operationalization of the concept, and discusses antecedents of sales innovation in terms of important internal and external drivers. An empirical analysis of 409 B2B firms identifies the internal drivers of sales innovation as increased top management focus and increasedresource allocation as well as increasing customer and competitor dynamics as external drivers. Despite the suggested positive impact of the degree of competitive pressure on sales innovation, the empirical results suggest a significant negative impact, i.e. competitive pressureleads to less innovation in sales. Finally the paper suggests managerial implications as well as avenues of further research in this area.",

keywords = "Sales, Innovation, Dynamics",

author = "Thomas Ritter and Jens Geersbro",

year = "2014",

language = "English",

isbn = "9788437094533",

series = "Proceedings of the European Marketing Academy",

publisher = "European Marketing Academy. EMAC",

pages = "117",

editor = "Enrique Bign{\'e}",

booktitle = "Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference",

note = "The 43rd EMAC Annual Conference 2014 ; Conference date: 03-06-2014 Through 06-06-2014",

url = "http://www.emac2014.eu/",

}

Ritter, T & Geersbro, J 2014, Drivers of Sales Innovation in Business-To-Business Firms. i E Bigné (red.), Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference: Paradigm Shifts & Interactions. European Marketing Academy. EMAC, Brussels, Proceedings of the European Marketing Academy, s. 117, The 43rd EMAC Annual Conference 2014, Valencia, Spanien, 03/06/2014. <http://adeit.estaticos.econgres.es/2014EMAC/guia2014.pdf>

Drivers of Sales Innovation in Business-To-Business Firms. / Ritter, Thomas; Geersbro, Jens.
Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference: Paradigm Shifts & Interactions. red. / Enrique Bigné. Brussels: European Marketing Academy. EMAC, 2014. s. 117 (Proceedings of the European Marketing Academy).

Publikation: Bidrag til bog/antologi/rapport › Konferenceabstrakt i proceedings › Forskning › peer review

TY - ABST

T1 - Drivers of Sales Innovation in Business-To-Business Firms

AU - Ritter, Thomas

AU - Geersbro, Jens

N1 - Conference code: 43

PY - 2014

Y1 - 2014

N2 - This paper defines the term sales innovation, offers an operationalization of the concept, and discusses antecedents of sales innovation in terms of important internal and external drivers. An empirical analysis of 409 B2B firms identifies the internal drivers of sales innovation as increased top management focus and increasedresource allocation as well as increasing customer and competitor dynamics as external drivers. Despite the suggested positive impact of the degree of competitive pressure on sales innovation, the empirical results suggest a significant negative impact, i.e. competitive pressureleads to less innovation in sales. Finally the paper suggests managerial implications as well as avenues of further research in this area.

AB - This paper defines the term sales innovation, offers an operationalization of the concept, and discusses antecedents of sales innovation in terms of important internal and external drivers. An empirical analysis of 409 B2B firms identifies the internal drivers of sales innovation as increased top management focus and increasedresource allocation as well as increasing customer and competitor dynamics as external drivers. Despite the suggested positive impact of the degree of competitive pressure on sales innovation, the empirical results suggest a significant negative impact, i.e. competitive pressureleads to less innovation in sales. Finally the paper suggests managerial implications as well as avenues of further research in this area.

KW - Sales

KW - Innovation

KW - Dynamics

M3 - Conference abstract in proceedings

SN - 9788437094533

T3 - Proceedings of the European Marketing Academy

SP - 117

BT - Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference

A2 - Bigné, Enrique

PB - European Marketing Academy. EMAC

CY - Brussels

T2 - The 43rd EMAC Annual Conference 2014

Y2 - 3 June 2014 through 6 June 2014

ER -