Lee, Nick, Cadogan, John W. and Chamberlain, Laura (2014) Material and efficient cause interpretations of the formative model : resolving misunderstandings and clarifying conceptual language. AMS Review, 4 (1-2). pp. 32-43. doi:10.1007/s13162-013-0058-5 ISSN 1869-814X.

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Abstract

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field.

Item Type:	Journal Article
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	AMS Review
Publisher:	Springer New York LLC
ISSN:	1869-814X
Official Date:	14 June 2014
Dates:	Date Event 14 June 2014 Published
Volume:	4
Number:	1-2
Page Range:	pp. 32-43
DOI:	10.1007/s13162-013-0058-5
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access

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