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GLOBAL VIRTUAL SALES TEAMS (GVSTS): A CONCEPTUAL FRAMEWORK OF THE INFLUENCE OF INTELLECTUAL AND SOCIAL CAPITAL ON EFFECTIVENESS

机译：全球虚拟销售团队（GVSTS）：智力和社会资本对效率影响的概念框架

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摘要

International sales opportunities, consolidation of global accounts, and advancements in communication technologies have led to the prevalence of global virtual sales teams (GVSTs). GVSTs enable salespeople from different geographical areas, time zones, and cultural backgrounds to use virtual interfaces and work closely together on interdependent global sales objectives. However, as technology-enabled, culturally diverse, and globally separated teams have not lived up to their potential, researchers have called for furthering our understanding of such teams. Therefore, drawing from literature streams on traditional sales teams, global sales teams, virtual teams, teamwork in organizations, intellectual capital, and social capital, we offer a framework for enhancing the effectiveness of GVSTs. Specifically, we define GVST effectiveness, identify effectiveness enhancing components of the GVST environment, and examine unique dimensions of GVST intellectual and social capital that influence the GVST environment. We conclude with several directions for future research in this promising, yet underresearched, area and implications for practice.
机译：国际销售机会，全球客户的合并以及通信技术的进步导致了全球虚拟销售团队（GVST）的盛行。 GVST使来自不同地理区域，时区和文化背景的销售人员能够使用虚拟界面，并在相互依赖的全球销售目标上紧密合作。但是，由于技术驱动，文化多元且全球分离的团队没有发挥其潜力，研究人员呼吁加深我们对此类团队的了解。因此，从有关传统销售团队，全球销售团队，虚拟团队，组织中的团队合作，知识资本和社会资本的文献资料中，我们提供了一个增强GVST有效性的框架。具体来说，我们定义GVST有效性，确定GVST环境的有效性增强组件，并研究影响GVST环境的GVST智力和社会资本的独特维度。我们总结了这个有前途但尚未深入研究的领域以及对实践的启示，为未来研究提供了几个方向。

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  • 来源
    《Journal of personal selling & sales management》 |2011年第3期|p.311-324|共14页
  • 作者

    Vishag Badrinarayanan; Sreedhar Madhavaram; Elad Granot;

  • 作者单位

    Department of Marketing, McCoy College of Business Administration, Texas State University-San Marcos;

    Department of Marketing, Nance College of Business Administration, Cleveland State University;

    Department of Marketing, Nance College of Business Administration, Cleveland State University;

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