Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium

William C. Moncrief, Greg W. Marshall*, Nick J. Lee, William L. Cron

*Corresponding author for this work

Research output: Contribution to journalArticle

Abstract

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress 2of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field.

Original languageEnglish
Pages (from-to)232-239
Number of pages8
JournalJournal of Personal Selling and Sales Management
Volume34
Issue number3
Early online date14 Apr 2014
DOIs
Publication statusPublished - 31 Dec 2014

Keywords

  • sales analysis
  • sales history
  • sales topics
  • sales trends

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