MARC details
| 000 -LEADER |
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| fixed length control field |
02018nam a22002777a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
ZW-GwMSU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210517145731.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
210517b |||||||| |||| 00| 0 eng d |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
MSU |
| Transcribing agency |
MSU |
| Description conventions |
rda |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
MaIshe, Avinash. |
| Relator term |
author |
| 245 ## - TITLE STATEMENT |
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| Title |
Challenges to sales force transformation in emerging markets |
| Statement of responsibility, etc. |
created by Avinash Malshe, Mohammed Al-Habib, Habiballah Al-Torkistani and Jamal A Al-Khatib. |
| 264 ## - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Abingdon |
| Name of producer, publisher, distributor, manufacturer |
Taylor and Francis |
| Date of production, publication, distribution, manufacture, or copyright notice |
2013 |
| 336 ## - CONTENT TYPE |
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| Source |
rdacontent |
| Content type term |
text |
| Content type code |
txt |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| Media type code |
n |
| 338 ## - CARRIER TYPE |
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| Source |
rdacarrier |
| Carrier type term |
volume |
| Carrier type code |
nc |
| 440 ## - SERIES STATEMENT/ADDED ENTRY--TITLE |
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| Volume/sequential designation |
Volume , number , |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
The changing business sales environment is compelling firms to transform their sales organizations and this need is becoming more pronounced in emerging markets. Unfortunately, there are no theoretical frameworks that may guide the sales force transformation activity in emerging markets. This article uses qualitative methodology and depth interview data collected from 58 sales and marketing managers in an emerging market (Saudi Arabia) to bring forth a nuanced picture of the challenges inherent within each of the major pillars of the sales force transformation process. Findings highlight how the centralization of power in top management's hands, and lack of clear role definition and strategic authority for sales and marketing may challenge the transformation process. Further, explication of the transformation process in emerging markets not only expands the theoretical boundaries of this phenomenon but also helps identify at the micro level, the crucial, yet potentially non-apparent element(s) that may prevent firms from achieving customer-based outcomes. |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Sales force transformation |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Challenges |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Geographic subdivision |
Saudi Arabia |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Al-Habib, Mohammed. |
| Relator term |
author |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Al-Torkistani, Habiballah. |
| Relator term |
author |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Al-Khatib, Jamal A. |
| Relator term |
author |
| 856 ## - ELECTRONIC LOCATION AND ACCESS |
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| Uniform Resource Identifier |
https://doi.org/10.1080/0965254X.2013.790471 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Book |