The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research

By Christopher P. Blocker, Joseph Cannon, Nikolaos Panagopoulos, J. Sager. 2012

187 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/04bfbfbf4ddfe97064ac75e84ffcad90a8a85313

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Ajay K. Kohli
2. Charles H. Schwepker
3. R. Schultz
4. Wolfgang Ulaga

In Organizational Behavior and Human Resource Management

1. Charles H. Schwepker
2. R. Schultz
3. Wolfgang Ulaga
4. Jay P. Mulki
5. Fernando Jaramillo
6. James Deconinck
7. Hongdan Zhao
8. Qiongyao Zhou

In Strategy and Management

1. Ajay K. Kohli
2. Charles H. Schwepker
3. R. Schultz
4. Wolfgang Ulaga
5. Sundar G. Bharadwaj

Citations in the corpus

• The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness (2017, background): “…researchers have called for further research on salespeople's roles, responsibilities and skills required when transitioning from productcentric to solution-centric sales (Blocker et al., 2012; De Jong et al., 2014; Evans et al., 2012; Plouffe, Williams, & Wachner, 2008; Williams & Plouffe, 2007).”
• Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance (2015, background): “Salespeople play a significant role in creating customer value through their encounters and strategic relational interactions with customers (Blocker et al. 2012).”