Skip to main content
EXTENDED SEARCH
Log in
Top
Published in:
Read chapter Read first chapter

2020 | OriginalPaper | Chapter

Team Selling

Author : Heiko Frenzen

Published in: Führung von Vertriebsorganisationen

Publisher: Springer Fachmedien Wiesbaden

Log in

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Zusammenfassung

Heiko Frenzen schreibt über Team-Selling. Dabei beleuchtet er Bedeutung und Formen ebenso wie Erfolgsfaktoren und entwirft ein konzeptionelles Modell des Erfolgs von Team-Selling. Abschließend präsentiert er empirische Ergebnisse zu den Erfolgsfaktoren von Vertriebsteams.

Dont have a licence yet? Then find out more about our products and how to get one now:

Springer Professional "Business + Economics & Engineering + Technology"

Online-Abonnement

Springer Professional "Business + Economics & Engineering + Technology" gives you access to:

  • more than 102.000 books
  • more than 537 journals

from the following subject areas:

  • Automotive
  • Construction + Real Estate
  • Business IT + Informatics
  • Electrical Engineering + Electronics
  • Energy + Sustainability
  • Finance + Banking
  • Management + Leadership
  • Marketing + Sales
  • Mechanical Engineering + Materials
  • Insurance + Risk


Secure your knowledge advantage now!

inform now

Springer Professional "Business + Economics"

Online-Abonnement

Springer Professional "Business + Economics" gives you access to:

  • more than 67.000 books
  • more than 340 journals

from the following specialised fileds:

  • Construction + Real Estate
  • Business IT + Informatics
  • Finance + Banking
  • Management + Leadership
  • Marketing + Sales
  • Insurance + Risk



Secure your knowledge advantage now!

inform now
previous chapter Grundlagen zur Koordination im Vertrieb
next chapter Hebel im Kleinkundenmanagement
Literature
Ahearne, M., Hughes, D. E., & Schillewaert, N. (2007). Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness. International Journal of Research in Marketing, 24(4), 336–349.
Ahearne, M., Jones, E., Rapp, A., & Mathieu, J. (2008). High touch through high tech: The impact of salesperson technology usage on customer satisfaction and sales performance. Management Science, 54(4), 671–685.
Ahearne, M., MacKenzie, S., Podsakoff, P., Mathieu, J., & Lam, S. (2010). The role of consensus in sales team performance. Journal of Marketing Research, 47(3), 458–469.
Albers, S., Mantrala, M. K., & Sridhar, S. (2010). Personal selling elasticities: A meta-analysis. Journal of Marketing Research, 47(5), 840–853.
Arnett, D. B., Macy, B. A., & Wilcox, J. B. (2005). The role of core selling teams in supplier-buyer relationships. Journal of Personal Selling & Sales Management, 25(1), 27–42.
Bailey, D. E. (2000). Modeling work group effectiveness in high-technology manufacturing environments. IIE Transactions, 32(4), 361–368.
Brown, S. P., Evans, K. R., Mantrala, M. K., & Challagalla, G. (2005). Adapting motivation, control, and compensation research to a new environment. Journal of Personal Selling & Sales Management, 25(2), 155–167.
Bussmann, W. (2006). Team selling. In S. Albers, V. Hassmann & T. Tomczak (Hrsg.), Verkauf: Kundenmanagement, Vertriebssteuerung, E-Commerce (Digitale Fachbibliothek auf CD-ROM, S. 1–32). Düsseldorf: Symposion Publishing.
Bussmann, W., & Rutschke, K. (2000). Mit Team Selling in das neue Jahrtausend. Thexis, 17(4), 2–7.
Cespedes, F. V., Doyle, S. X., & Freedman, R. J. (1989). Teamwork for today’s selling. Harvard Business Review, 67(2), 44–56.
Churchill, G. A., Jr., Ford, N. M., Hartley, S. W., & Walker, O. C., Jr. (1985). The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research, 22(2), 103–118.
Cohen, S. G., & Bailey, D. E. (1997). What makes teams work: Group effectiveness research from the shop floor to the executive suite. Journal of Management, 23(3), 239–290.
Cummings, B. (2007). Group dynamics. Sales & Marketing Management, 159(1), 8.
Dumaine, B. (1994). The trouble with teams. Fortune, 130(5), 86–92.
El-Ansary, A. I., Zabriskie, N. B., & Browning, J. M. (1993). Sales teamwork: A dominant strategy for improving salesforce effectiveness. Journal of Business & Industrial Marketing, 8(3), 65–72.
Frenzen, H. (2009). Teams im Vertrieb: Gestaltung und Erfolgswirkungen. Wiesbaden: Springer Gabler.
Frenzen, H., Hansen, A.-K., Krafft, M., Mantrala, M. K., & Schmidt, S. (2010). Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance. International Journal of Research in Marketing, 27(1), 58–68.
Geber, B. (1995). The bugaboo of team pay. Training, 32(8), 25–34.
Gladstein, D. L. (1984). Groups in context: A model of task group effectiveness. Administrative Science Quarterly, 29(4), 499–517.
Haas, M. R., & Hansen, M. T. (2005). When using knowledge can hurt performance: The value of organizational capabilities in a management consulting company. Strategic Management Journal, 26(1), 1–24.
Hackman, J. R. (1987). The design of work teams. In J. W. Lorsch (Hrsg.), Handbook of organizational behavior (S. 315–342). Englewood Cliffs: Prentice-Hall.
Hackman, J. R. (1990). Groups that work (and those that don’t): Creating conditions for effective teamwork. San Francisco: Jossey-Bass.
Hansen, D. G. (1997). Worker performance and group incentives: A case study. Industrial and Labor Relations Review, 51(1), 37–49.
Helfert, G. (1998). Teams im Relationship Marketing: Design effektiver Kundenbeziehungsteams. Wiesbaden: Springer Gabler.
Jones, E., Dixon, A. L., Chonko, L. B., & Cannon, J. P. (2005). Key accounts and team selling: A review, framework, and research agenda. Journal of Personal Selling & Sales Management, 25(2), 181–198.
Kirkman, B. L., Rosen, B., Tesluk, P. E., & Gibson, C. B. (2004). The impact of team empowerment on virtual team performance: The moderating role of face-to-face interaction. Academy of Management Journal, 47(2), 175–192.
Krafft, M. (1995). Außendienstentlohnung im Licht der Neuen Institutionenlehre. Wiesbaden: Springer Gabler.
Krafft, M. (1996). Trends im Vertrieb 2000 (Teil 2): Ist das Vertriebsmanagement wirklich effektiv? Absatzwirtschaft, 39(10), 44–46.
Krafft, M., Frenzen, H., & Jeck, M. S. (2002). Anreizsysteme: Wie Vertriebsteams entlohnt werden. Absatzwirtschaft, 45(9), 40–44.
McGrath, J. E. (1964). Social psychology: A brief introduction. New York: Holt, Rinehart & Winston.
Mulki, J. P., Jaramillo, F., & Marshall, G. W. (2007). Lone wolf tendencies and salesperson performance. Journal of Personal Selling & Sales Management, 27(1), 25–38.
Mullins, R. R., & Panagopoulos, N. G. (2019). Understanding the theory and practice of team selling: An introduction to the special section and recommendations on advancing sales team research. Industrial Marketing Management, 77(2), 1–3.
Perry, M. L., Pearce, C. L., & Sims, H. P., Jr. (1999). Empowered selling teams: How shared leadership can contribute to selling team outcomes. Journal of Personal Selling & Sales Management, 19(3), 35–51.
Rapp, A., Ahearne, M., Mathieu, J., & Rapp, T. (2010). Managing sales teams in a virtual environment. International Journal of Research in Marketing, 27(2), 108–118.
Robbins, H., & Finley, M. (2011). The new why teams don’t work: What went wrong and how to make it right. Sydney: Berrett-Koehler Publishers.
Stock, R. (2003). Teams an der Schnittstelle zwischen Anbieter- und Kunden-Unternehmen: Eine integrative Betrachtung. Wiesbaden: Springer Gabler.
Stock, R. (2004). Drivers of team performance: What do we know and what have we still to learn? Schmalenbach Business Review, 56(3), 274–306.
Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 39(3), 407–428.
Weisbord, M. R. (1988). Team work: building productive relationships. In W. B. Reddy & K. Jamison (Hrsg.), Team building: Blueprint for productivity and satisfaction (S. 35–44). San Diego: N T L Inst.
Wilkinson, J. W. (2010). Cross-functional selling teams – The loss of control of the selling function. Marketing Review St. Gallen, 27(1), 20–24.
Workman, J. P., Jr., Homburg, C., & Jensen, O. (2003). Intraorganizational determinants of key account management effectiveness. Journal of the Academy of Marketing Science, 31(1), 3–21.
Zablah, A. R., Franke, G. R., Brown, T. J., & Bartholomew, D. E. (2012). How and when does customer orientation influence frontline employee job outcomes? A meta-analytic evaluation. Journal of Marketing, 76(3), 21–40.
Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2006). The complete guide to sales force incentive compensation: how to design and implement plans that work. Harpercollins Leadership: New York et al.
Metadata
Title
Team Selling
Author
Heiko Frenzen
Copyright Year
2020
Book
Führung von Vertriebsorganisationen

Print ISBN: 978-3-658-26726-1

Electronic ISBN: 978-3-658-26727-8

Copyright Year: 2020

DOI
https://doi.org/10.1007/978-3-658-26727-8_11