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Full-Text Articles in Business
Testing An Enhanced, Process-Based View Of The Sales Process, Christopher Plouffe, Yvette Nelson, Frederik Beuk
Testing An Enhanced, Process-Based View Of The Sales Process, Christopher Plouffe, Yvette Nelson, Frederik Beuk
Frederik Beuk
This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1) longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argument is offered that suggests that there are additional, plausible phases in the modern sales process that extant frameworks of the sales process have yet to fully consider. The paper then develops a research model to test key portions of this framework. "Downstream" sales behaviors and outcomes of these behaviors are thus the focal point of …
Financial Incentives And Salesperson Time Orientation In New Product Launch: A Longitudinal Study, Frederik Beuk
Financial Incentives And Salesperson Time Orientation In New Product Launch: A Longitudinal Study, Frederik Beuk
Frederik Beuk
The success of a new product launch critically depends on an engaged and dedicated sales force. Salespeople who are involved in a new product launch must overcome significant uncertainty associated with the new product's performance, which can affect success expectations and, in turn, sales effort for the new product. Moreover, success expectations may drop in the first few months of the launch period, due to initial negative market feedback or general decline in sales force enthusiasm. Diminished expectations may start a vicious circle effect where lower success expectations for the new product lead to lower sales effort that, in turn, …
Regulatory Fit: How Individuals Progress Through The Stages Of The Creative Process, Tim Basadur, Frederik Beuk, Javier Monllor
Regulatory Fit: How Individuals Progress Through The Stages Of The Creative Process, Tim Basadur, Frederik Beuk, Javier Monllor
Frederik Beuk
The article presents an approach to creativity and creative problem solving from a self-regulatory theory perspective. Self-regulation is defined as a motivated cognitive process that determines how and when individuals determine what they need or want, how they choose to do it, and how they actually do it. The creative process is described as an action process. Regulatory fit theory is applied to explain how the degree of fit between one's regulatory mode orientation and the task requirements of each stage dictates how one moves through the multi-stage creative process. The authors propose that the relationship between intrinsic and extrinsic …