Business maneuvering: A grounded theory of complex selling processes
Year: 2024
Type: article
Abstract: The study explores the intricate dynamics of complex selling processes in modern corporate environments, focusing on the integration of relationship quality and adaptive strategies. Employing a grounded theory methodology, the research analyzes data from seasoned professionals across diverse industries, aiming to construct a theoretical framework that elucidates the interplay of buyer-seller dynamics, decision-making complexities, and stakeholder management. Findings highlight the critical role of trust, adaptability, and strategic engagement in navigating protracted sales cycles. The study emphasizes the need for adaptive sales techniques to overcome challenges posed by diverse stakeholders and evolving market conditions. Empirical data reveal correlations between adaptive approaches and increased sales success rates. Additionally, the research identifies gaps in traditional sales models, advocating for a multidimensional approach incorporating psychological, emotional, and rational factors. The study contributes a robust theoretical foundation to the field of sales management, offering actionable insights for practitioners and strategic guidance for future research.
Author: Jinyoung Hwang
Institution: University of Edinburgh
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W6930732919
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