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همگرایی در رویکردهای چندبعدی بین بخشی و بین سازمانی در پژوهشهای ارزیابی عملکرد: مرور نظاممند ادبیات B2B فروش | ||
مدیریت بازرگانی | ||
دوره 12، شماره 2، 1399، صفحه 285-314 اصل مقاله (625.6 K) | ||
نوع مقاله: مقاله علمی پژوهشی | ||
شناسه دیجیتال (DOI): 10.22059/jibm.2019.284032.3551 | ||
نویسندگان | ||
نسرین راضی1؛ اصغر مشبکی* 2؛ سید حمید خداداد حسینی3؛ اسداله کردنائیج4 | ||
1دانشجوی دکتری، مدیریت بازرگانی، دانشکده اقتصاد و مدیریت، دانشگاه تربیت مدرس، تهران، ایران. | ||
2استاد، گروه مدیریت بازرگانی، دانشکده مدیریت و اقتصاد،دانشگاه تربیت مدرس، تهران، ایران. | ||
3استاد، گروه مدیریت بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس، تهران، ایران. | ||
4استاد، گروه مدیریت بازرگانی، دانشکده مدیریت و اقتصاد، دانشگاه تربیت مدرس،تهران، ایران. | ||
چکیده | ||
هدف: هدف پژوهش حاضر بررسی نظاممند ادبیات پژوهش در حوزه عملکرد فروش B2B، شناسایی خلأهای پژوهشی و ارائه پیشنهادهایی در این حوزه است. روش: روش اجرای این پژوهش، مرور نظاممند در بازه زمانی 1918 تا ابتدای سال 2019 است. با بررسی کلیدواژهها در پایگاههای اطلاعاتی این حوزه و بر اساس ملاکهای از پیش تعیینشده، 514 مقاله برای بررسی پیدا شد و پس از حذف مقالههای نامرتبط، در نهایت 66 مقاله برای بررسی متن اصلی باقی ماند. بهمنظور تکمیل ادبیات عملکرد فروشنده، با خبرگان مصاحبههای اکتشافی عمیق و نیمهساختاریافته انجام گرفت. یافتهها: از دهه 1910 در ارتباط با ابعاد و مؤلفههای عملکرد فروشنده، پیشایندها و پیامدهای آن در سطح فردی و تکبعدی پژوهشهای مختلفی انجام گرفته است. از دهه 1990 تاکنون پژوهشها به بررسی پیشایندها و پیامدهای عملکرد فروشنده در سطوح مختلف، چندبعدی و بین سازمانی پرداختهاند و روند پژوهش مقالهها در مؤلفههای عملکرد فروشنده، روش اندازهگیری، پیشایندها و پسایندهای آن در حرکت بهسمت تفکرهای سیستمی، بین بخشی و بین سازمانی همگرایی دارند. در انتهای پژوهش بر اساس نتایج حاصل از مرور نظاممند ادبیات و مصاحبههای انجامگرفته با خبرگان، مدلی برای عملکرد چندبعدی فروشنده ارائه شده است. نتیجهگیری: پژوهشگران، مدیران فروش و بازاریابی شرکتها با بررسی نتایج حاصل از این پژوهش میتوانند با خلاصهای از ادبیات عملکرد فروشنده آشنا شده و از آن، برای افزایش و بهبود عملکرد فروشندهها، بهنحو مؤثرتری استفاده کنند. | ||
کلیدواژهها | ||
عملکرد فروشنده؛ عملکرد فروش؛ رویکرد چندسطحی؛ مرور نظاممند | ||
مراجع | ||
آقازاده، هاشم؛ حسنقلیپور یاسوری، طهمورث؛ مهرنوش، مینا؛ لطیفی، محمد مهدی؛ سلیمانی، سام (1398). طراحی مدل فروش مبتنی بر نوآوری باز در صنعت ساختمان (نمونه پژوهشی: گروه شرکتهای ساختمانی ایرانیان اطلس). فصلنامه مدیریت بازرگانی, 11(2)، 221-240. شفیعی، میثم؛ زارعیان، محمد؛ زارعی متین، حسن؛ فیروزی، منیژه (1398) ﺷﻨﺎﺳﺎﻳﻲ و ﻣﺪلﺳﺎزی ﻋﻮاﻣﻞ ﺗﺄﺛﻴﺮﮔﺬار ﺑﺮ آﺷﻔﺘﮕﻲ رﻓﺘﺎری در ﺻﻨﻌﺘﻲ ﻣﺪﻳﺮان ﺑﺎزارﻳﺎﺑﻲ؛ ﺑﻬﺮهﮔﻴﺮی از ﺑﻨﻴﺎد ﻧﻈﺮﻳﻪ داده. فصلنامه مدیریت بازرگانی، 11(1)، 179-200. قلی مطلق، مجید (1398) ﻧﻴﺎزﺳﻨﺠﻲ آﻣﻮزﺷﻲ ﻓﺮوﺷﻨﺪﮔﺎن ﺑﺎ ﻃﺮاﺣﻲ ﻣﻘﻴﺎس ارزﻳﺎﺑﻲ اﺧﻼﻗﻲ. فصلنامه مدیریت بازرگانی، 11(1)، 63-178. عسگری، ناصر (1397) ﻧﻘﺶ ﻣﻴﺎﻧﺠﻲ ﺗﻔﺎﺧﺮ ﺳﺎزﻣﺎﻧﻲ در ﺗﺄﺛﻴﺮ ﺑﺮﻧﺪ ﻛﺎرﻓﺮﻣﺎﻳﻲ ﺑﺮ ﻋﻤﻠﻜﺮد ﻓﺮوش. فصلنامه مدیریت بازرگانی، 10 (2)، 399-420. هاشمی پطرودی، سید حمید؛ صادقی مقدم، محمد رضا؛ جعفر نژاد چقوشی، احمد؛ صفری، حسین (1397). ﻣﺮور ﻧﻈﺎمﻣﻨﺪ ﺑﺮ ادﺑﻴﺎت راﻫﺒﺮد زنجیره ﺗﺄﻣﻴﻦ. فصلنامه مدیریت بازرگانی، 10 (2)، 279-302.
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