Purpose

This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force. The authors provide a review of the framework, acknowledging its strengths, while also indicating areas for advancement. The authors conclude with recommendations to the framework and indicate opportunities where future research could advance sales theory.

Design/methodology/approach

A review of the theoretical underpinnings of the service ecosystem framework is weighed against the established roles and responsibilities of the modern sales force in the literature.

Findings

The ability of the framework to capture the multi-level, multi-actor and dynamic aspects of sales represents an improvement in the conceptualization of selling is critical. Suggestions around the refinement for meso-level sales interactions and a more pliant application of service dominant-logic are offered.

Research limitations/implications

The suggested extensions of the framework continue the advancement of novel theorization for the field of sales. Priorities for future research include consideration of ethical implications of the framework and formulations of new management strategies reflective of the broad and dynamic properties of the ecosystem conceptualization.

Practical implications

This paper provides managerial guidelines and implications tied specifically to the thick and thin crossing points and how they may impact employee decision-making.

Originality/value

To the best of the authors’ knowledge, this study is the first to pointedly examine the service ecosystem framework with respect to established principles of managing a modern sales force.

中文翻译：

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销售生态系统内销售人员的激励、薪酬、培训和部署

目的

本研究旨在检验 Hartmann等人的适用性。的（2018）服务生态系统框架适用于现代销售人员的日常管理。作者对该框架进行了回顾，承认其优势，同时也指出了需要改进的领域。作者最后提出了对该框架的建议，并指出了未来研究可以推进销售理论的机会。

设计/方法论/途径

对服务生态系统框架的理论基础的回顾是根据文献中现代销售人员的既定角色和职责进行权衡的。

发现

该框架捕捉销售的多层次、多参与者和动态方面的能力代表着销售概念化的改进至关重要。围绕细化中观层面的销售互动和更灵活地应用服务主导逻辑提供了建议。

研究局限性/影响

该框架的建议扩展继续推进销售领域的新颖理论。未来研究的重点包括考虑框架的伦理影响和制定反映生态系统概念化的广泛和动态特性的新管理策略。

实际影响

本文提供了与粗细交叉点以及它们如何影响员工决策相关的管理指南和含义。

原创性/价值

据作者所知，这项研究是第一个根据管理现代销售队伍的既定原则有针对性地研究服务生态系统框架的研究。