Managing change: an ethnographic approach to developing research propositions and understanding change in sales organizations
Article Abstract:
In the past decade sales executives have faced many challenges in transforming their organizations but there has been little research in the sales management area to help guide their efforts. This paper focuses on radical, or transformational, change in sales organizations. Using qualitative methods (case study and ethnography) and a review of the sales management and change literature, a series of propositions is offered describing critical factors for managing change in sales organizations. This paper's contribution is in providing a rich description of some unique aspects of managing change in sales organizations and presenting a theoretical basis in the sales management and change management literature for understanding these nuances. Furthermore, the paper examines why certain change management practices are more crucial in the sales area and provides support using case study data. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1998
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Smokers' accessories
Article Abstract:
The smokers' accessories market will grow the most in the area of filsters, lighters and cigarette papers for 1999 while all other products will suffer declines. For 1998, cigarette papers posted 75 million pound sterling in sales while disposable lighters accounted for 40 million pound sterling. Refillable lighters also posted a hefty 36 million pound sterling in sales while matches closed out the field with 31 million pound sterling. Matches will continue to suffer from declining sales while the medium-term prospects of cigarette papers, filters and lighters remain good.
Publication Name: Consumer Goods UK
Subject: Retail industry
ISSN: 1464-1852
Year: 1999
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