Text
Speaking up for customers: can sales professionals spark product innovation?
Joshi’s analysis of 150 Canadian firms reveals that trust and credibility are critical for sales professionals to effectively advocate for customer-driven modifications. Rational arguments and reciprocal benefits (e.g., field insights) prove more persuasive than coercive tactics or ingratiation, which often fall flat. Surprisingly, flattery—a common sales tactic—had negligible impact, as it is perceived as routine. Successful product innovation hinges on sales professionals’ ability to foster collaborative relationships with both customers and internal teams (e.g., product managers, designers). When sales professionals are trusted, companies benefit from enhanced product adaptability, customer loyalty, and overall performance metrics (e.g., sales, profitability). This research offers practical insights for firms aiming to leverage frontline sales expertise to drive competitive advantage and long-term growth.
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| AMP2402 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Briarcliff Manor, NY: Academy of Management 2010 |
|---|---|
| Edisi | Vol. 24, No. 2, May 2010 |
| Subjek | Organizational performance Product Innovation Customer feedback sales professionals b2b relationships |
| ISBN/ISSN | 15589080 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 3 p. |
| Info Detail Spesifik | Academy of Management Perspectives |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |