Review paper
Converging on a New Theoretical Foundation for Selling
Abstract
This article demonstrates that the sales literature is converging on a systemic and institutional perspective that recognizes that selling and value creation unfold over time and are embedded in broader social systems. This convergence illustrates that selling needs a more robust theoretical foundation. To contribute to this foundation, the authors draw on institutional theory and service-dominant logic to advance a service ecosystems...
Paper Details
Title
Converging on a New Theoretical Foundation for Selling
Published Date
Mar 1, 2018
Journal
Volume
82
Issue
2
Pages
1 - 18
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Notes
History