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Edited by Fernando Jaramillo and Jay P. Mulki

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Edited by Fernando Jaramillo and Jay P. Mulki

A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
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Gloria Barczak and Abbie Griffin

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Gloria Barczak and Abbie Griffin

Previous research has investigated portfolio decisions as individually discrete decisions. In this research, however, we find that portfolio decision-making can only be adequately addressed if it is considered as an integrated system of processes. Using data from four diverse cases, we develop a general framework for how new product development portfolio decisions are made in firms. According to the findings from these cases, the objective of a firm’s portfolio decision-making processes should be to achieve a portfolio mindset to focus effort on the right projects, and to be agile in decision-making about the portfolio. On the one hand, three domain-based decision input generating processes lead to evidence-based portfolio decision-making. In addition, organizational politics may result in power-based portfolio decision-making while managerial intuition may lead to opinion-based decision-making. Firm cultural factors, including trust, collective ambition, and leadership style, influence how these evidence-, power-, and opinion-based processes are combined into a whole, and whether the firm’s processes are more rational and objectively made, or more politically and intuitively made.

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Gloria Barczak and Abbie Griffin

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Gloria Barczak and Abbie Griffin

This crucial book guides academics and researchers through the process of peer reviewing manuscript articles, outlining the methods and proficiencies required to write a high-quality review. Gloria Barczak and Abbie Griffin specifically highlight the importance of becoming a first-rate reviewer to early career scholars.
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Edited by Ayantunji Gbadamosi and Ayodele C. Oniku

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Gloria Barczak and Abbie Griffin

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Edited by Ayantunji Gbadamosi and Ayodele C. Oniku

Examining how religion influences the dynamics of consumption in developing nations, this book illuminates the strategic placement of these nations on the global marketing stage both in terms of their current economic outlook and potential for growth.
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Edited by Lukas Parker and Linda Brennan