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245	1		_aConverging on a new theoretical foundation for selling / _cNathaniel N. Hartmann, Heiko Wieland, & Stephen L. Vargo.
240	1		_aJournal of Marketing
100			_a82
100			_d2
700			_a3/1/2018
700	0		_a1-18
110			_aArticle
260			_aEnglish : _b,
250			_amarketing theory ; selling and sales management ; institutional theory ; service-dominant logic
300			_aThis article demonstrates that the sales literature is converging on a systematic 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 perspective. This pesroective leads them to redefine selling in terms of the interaction between actors aimed at creating and maintaining thin crossing points - the locations at which service can be efficiently exchanged for service - through the ongoing alignment of institutional arrangements and the optimization of relationships. This definition underscores how broad sets of human actors engage in selling processes, regardles of the roles that characterize them (e.g., firm, customer, stakeholder). A service ecosystems perspective reveals (1) that selling continues to be an essential activity, (2) how broader sets of actors participate in selling processes, and (3) how this participation may be changing. It leads to novel insights and questions regarding gaining and maintaining business, managing intrafirm and broad external selling actors, and sales performance.
942			_2lcc _cpr _ajpascua _b2020-11-09 17:19:36 _djpascua _e2020-11-09 17:19:57
943			_b0 _c0 _d0 _e1 _f0 _g0 _h0 _i0 _j0
998			_a11611
999			_c11509 _d11509