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How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm

机译：关键事件如何影响销售组织的发展：企业对企业服务公司的案例研究

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摘要

While the literature recognizes that sales organizations evolve as they seek to improve their effectiveness, little is known about this evolutionary process. As a first step toward remedying this important knowledge gap, this case study uses event systems theory to explain the process through which critical events shaped the evolution of a sales organization over the course of a thirty-year period. The results reveal that (1) shifts in the sales organization were prompted by events that focused the unit's attention on the desire for growth or on the need to curb excesses, (2) the primary mechanism for effecting change in the sales organization was the flattening and de-flattening of organizational structures, and (3) a high degree of correspondence exists between shifts in organizational structure and, both, a salesperson's level of social capital and the incidence of unethical salesperson behaviors. The theoretical and practical implications of these findings are discussed. (C) 2017 Elsevier Inc. All rights reserved.
机译：尽管文献认识到销售组织在寻求提高有效性的过程中会不断发展，但对这种演变过程知之甚少。作为弥补这一重要知识鸿沟的第一步，本案例研究使用事件系统理论来解释关键事件影响销售组织在三十年间发展的过程。结果表明：（1）销售组织的转变是由事件引起的，这些事件使该部门将注意力集中在对增长的渴望或抑制过度需求上；（2）在销售组织中产生变化的主要机制是扁平化（3）组织结构的变化与推销员的社会资本水平和不道德的推销员行为的发生之间存在高度的对应关系。讨论了这些发现的理论和实践意义。 （C）2017 Elsevier Inc.保留所有权利。

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