000			02018nam a22002777a 4500
003			ZW-GwMSU
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008			210517b |||||||| |||| 00| 0 eng d
040			_aMSU _cMSU _erda
100	1		_aMaIshe, Avinash. _eauthor
245			_aChallenges to sales force transformation in emerging markets _ccreated by Avinash Malshe, Mohammed Al-Habib, Habiballah Al-Torkistani and Jamal A Al-Khatib.
264			_aAbingdon _bTaylor and Francis _c2013
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_vVolume , number ,
520			_aThe 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		_aSales force transformation
650	4		_aChallenges
650	4		_zSaudi Arabia
700	1		_aAl-Habib, Mohammed. _eauthor
700	1		_aAl-Torkistani, Habiballah. _eauthor
700	1		_aAl-Khatib, Jamal A. _eauthor
856			_uhttps://doi.org/10.1080/0965254X.2013.790471
942			_2lcc _cB
999			_c157237 _d157237