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Assessing the evolution of sales knowledge: A 20-year content analysis by Brian C. Williams; Christopher R. Plouffe is a Business, Management and Accounting article available to read on EtoBox.

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1012 articles appearing in 15 prominent journals over the period 1983-2002 were content analyzed in order to assess the state of published research in the domain of selling and sales management. The results provide a comprehensive, two-decade look at the key topical, theoretical, and methodological patterns prevalent at the aggregate level as well as within selected journals. Without question, the sales field has generated a considerable body of knowledge representing a range of issues, empirical approaches, and conceptual foundations. However, this review reveals several longer term trends that may challenge the sales community to consider new approaches to designing and executing sales research. Implications of these findings for researchers and industrial marketing practitioners are discussed.

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Author

Brian C. Williams; Christopher R. Plouffe

Publisher

Elsevier Science; Elsevier ; Elsevier BV (ISSN 0019-8501)

Published

2007

Language

EN

Field

Business, Management and Accounting (Social Sciences)