Skip to main content
Top

Hint

Swipe to navigate through the articles of this issue

Published in: Sales Excellence 1/2014

01-03-2014 | Spektrum

Informationsaktivitäten des Vertriebs im Innovationsprozess

Authors: Prof. Dr. Sabine Kuester, Dipl. Kfm. Andreas Rauch

Published in: Sales Excellence | Issue 1/2014

Login to get access
share
SHARE

Auszug

Die Informationsaktivitäten des Vertriebs sind eine wichtige Grundlage für den Innovationserfolg. Marktorientierte Unternehmen priorisieren dabei kundenorientiertes Marktlernen, also das Gewinnen und die Weitergabe von Wissen über Kunden, Zulieferer, Händler und Wettbewerber. Damit besitzen sie das Rüstzeug für rasche Anpassungen an erkennbare und latente Kundenbedürfnisse. Dieser Beitrag beschäftigt sich anhand einer durchgeführten Studie mit den Treibern der unternehmensinternen Weitergabe von Marktwissen. …
Literature
go back to reference Ahearne, M./ Rapp, A./ Hughes, D. E./ Jindal, R. (2010): “;Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions,”, in: Journal of Marketing Research, 47 (4), pp. 764–76. CrossRef Ahearne, M./ Rapp, A./ Hughes, D. E./ Jindal, R. (2010): “;Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions,”, in: Journal of Marketing Research, 47 (4), pp. 764–76. CrossRef
go back to reference Amabile, T.M./ Hill, K.G./B.A. Hennessey/Tighe, E.M. (1994): The Work Performance Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations, in: Journal of Personality and Social Psychology, 66(May), pp. 950–967. CrossRef Amabile, T.M./ Hill, K.G./B.A. Hennessey/Tighe, E.M. (1994): The Work Performance Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations, in: Journal of Personality and Social Psychology, 66(May), pp. 950–967. CrossRef
go back to reference Baker, W.E./ Sinkula, J. M. (2005). Market Orientation and the New Product Paradox., in: Journal of Product Innovation Management, 22(6), pp. 483–502. CrossRef Baker, W.E./ Sinkula, J. M. (2005). Market Orientation and the New Product Paradox., in: Journal of Product Innovation Management, 22(6), pp. 483–502. CrossRef
go back to reference Chonko, L.B./ Tanner Jr., J.F./ Smitz, E.R. (1991): “;Selling and Sales Management in Action: The Sales Force‘s Role in International Marketing Research and Marketing Information Systems,”, in: Journal of Personal Selling & Sales Management, 11 (1), PP. 69–79. Chonko, L.B./ Tanner Jr., J.F./ Smitz, E.R. (1991): “;Selling and Sales Management in Action: The Sales Force‘s Role in International Marketing Research and Marketing Information Systems,”, in: Journal of Personal Selling & Sales Management, 11 (1), PP. 69–79.
go back to reference Cross, J./ Hartley, W.S./ Rudelius, W./ Vassey, M.J. (2001): “;Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications,” in: Journal of Personal Selling & Sales Management, 21 (3), pp. 199–206. Cross, J./ Hartley, W.S./ Rudelius, W./ Vassey, M.J. (2001): “;Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications,” in: Journal of Personal Selling & Sales Management, 21 (3), pp. 199–206.
go back to reference Dahlander, L./ Gann, D. M. (2010): How open is innovation?. Research Policy, 39(6), pp. 699–709. CrossRef Dahlander, L./ Gann, D. M. (2010): How open is innovation?. Research Policy, 39(6), pp. 699–709. CrossRef
go back to reference Deci, E.L./ Ryan, R.M. (2000): Self-Determination Theory and the Facilitation of Intrinsic Motivation, Social Development and Well-Being. American Psychologist, 58(1), pp. 68–78. Deci, E.L./ Ryan, R.M. (2000): Self-Determination Theory and the Facilitation of Intrinsic Motivation, Social Development and Well-Being. American Psychologist, 58(1), pp. 68–78.
go back to reference Fishbein, M./ Ajzen, I. (1975): Belief Attitude, Intention and Behavior: An Introduction to Theory and Research. Upper Saddle River, NJ: Addison-Wesley Fishbein, M./ Ajzen, I. (1975): Belief Attitude, Intention and Behavior: An Introduction to Theory and Research. Upper Saddle River, NJ: Addison-Wesley
go back to reference Gruner, K. E.,/ Homburg, C. (2000): Does Customer Interaction Enhance New Product Success?. Journal of Business Research, 49(1), pp. 1–14. CrossRef Gruner, K. E.,/ Homburg, C. (2000): Does Customer Interaction Enhance New Product Success?. Journal of Business Research, 49(1), pp. 1–14. CrossRef
go back to reference Grunert, K. G. (2005): “;Consumer Behaviour with Regard to Food Innovations: Quality Perception and Decision-Making,” in: Innovation in Agri-Food Systems: Product Quality and Consumer Acceptance, W. M. F. Jongen and M. T. G. Meulenberg, eds. Wageningen: Wageningen Academic Publishers, pp. 57–85. Grunert, K. G. (2005): “;Consumer Behaviour with Regard to Food Innovations: Quality Perception and Decision-Making,” in: Innovation in Agri-Food Systems: Product Quality and Consumer Acceptance, W. M. F. Jongen and M. T. G. Meulenberg, eds. Wageningen: Wageningen Academic Publishers, pp. 57–85.
go back to reference Joshi, A. W. (2010): Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations, in: Journal of Marketing, 74(1), pp. 94–107. CrossRef Joshi, A. W. (2010): Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations, in: Journal of Marketing, 74(1), pp. 94–107. CrossRef
go back to reference Miao, C. F./ Lund, D. J./ Evans, K. R. (2009): Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management, 29(3), pp. 243–255. CrossRef Miao, C. F./ Lund, D. J./ Evans, K. R. (2009): Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective. Journal of Personal Selling & Sales Management, 29(3), pp. 243–255. CrossRef
go back to reference Nonis, S. A./ Sager, J. K./ Kumar, K. (1996): Sales people‘s Use of Upward Influence Tactics (Uits) in Coping with Role Stress. Journal of the Academy of Marketing Science, 24(1), p. 44. CrossRef Nonis, S. A./ Sager, J. K./ Kumar, K. (1996): Sales people‘s Use of Upward Influence Tactics (Uits) in Coping with Role Stress. Journal of the Academy of Marketing Science, 24(1), p. 44. CrossRef
go back to reference Pass, M. W./ Evans, K.R./ Schlacter, J.L. Schlacter (2004): “;Sales Force Involvement in CRM Information Systems: Participation, Support, and Focus,” in: Journal of Personal Selling & Sales Management, 24 (3), pp. 229–34. Pass, M. W./ Evans, K.R./ Schlacter, J.L. Schlacter (2004): “;Sales Force Involvement in CRM Information Systems: Participation, Support, and Focus,” in: Journal of Personal Selling & Sales Management, 24 (3), pp. 229–34.
go back to reference Song, M., & Thieme, J. (2009): The Role of Suppliers in Market Intelligence Gathering for Radical and Incremental Innovation, in: Journal of Product Innovation Management, 26(1), pp. 43–57. CrossRef Song, M., & Thieme, J. (2009): The Role of Suppliers in Market Intelligence Gathering for Radical and Incremental Innovation, in: Journal of Product Innovation Management, 26(1), pp. 43–57. CrossRef
go back to reference Trott, P., & Hartmann, D. (2009): Why ‘Open Innovation’ is Old Wine in New Bottles. International Journal of Innovation Management, 13(4), pp. 715–736. CrossRef Trott, P., & Hartmann, D. (2009): Why ‘Open Innovation’ is Old Wine in New Bottles. International Journal of Innovation Management, 13(4), pp. 715–736. CrossRef
go back to reference Zablah, A., Franke, G., Brown, T., & Bartholomew, D. (2012). How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation, in: Journal of Marketing, 76(3), pp. 21–40. CrossRef Zablah, A., Franke, G., Brown, T., & Bartholomew, D. (2012). How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation, in: Journal of Marketing, 76(3), pp. 21–40. CrossRef
Metadata
Title
Informationsaktivitäten des Vertriebs im Innovationsprozess
Authors
Prof. Dr. Sabine Kuester
Dipl. Kfm. Andreas Rauch
Publication date
01-03-2014
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 1/2014
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1365/s35141-014-0792-9

Other articles of this Issue 1/2014

Sales Excellence 1/2014 Go to the issue

Service

In Kürze