دانلود رایگان مقاله لاتین تکامل سازمان فروش شرکت از سایت الزویر
عنوان فارسی مقاله:
چگونه رویدادهای بحرانی تکامل سازمان های فروش را شکل می دهند: مطالعه موردی یک شرکت خدمات بنگاه به بنگاه
عنوان انگلیسی مقاله:
How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm
سال انتشار : 2017
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بخشی از مقاله انگلیسی:
2. Methodology
The authors employ a case study approach, which is favored when the research explores a novel phenomenon that has not received extensive treatment in the literature and is difficult to separate from the context in which it occurs (Halinen & Törnroos, 2005; Yin, 1981). It is critical to explore a contemporary phenomenon in its real-life context due to the dynamics involved in the settings and their interaction with the phenomenon (Halinen & Törnroos, 2005). In addition to these characteristics, a case study approach provides flexibility, richness, and holism (Miles & Huberman, 1994) that makes it an optimal method for the phenomenon of interest when researchers are at the stage of theory building that involves identifying key variables, themes, patterns, and categories (Eisenhardt, 1989; Miles & Huberman, 1994; Yin, 2013). 2.1. Data collection Data collection took place at a medium sized business-to-business organization (hereafter referred to as ServicesCo) that sells services critical to the operations of business-to-customer organizations. The primary data collection methods conducted were observation, interviews, and collateral collection. Data were collected for approximately one month by two investigators. A primary investigator was present at the organization headquarters or one of the organization's Atlanta locations for an average of 28 h per week during this month, totaling 224 h of direct observation. A secondary investigator collected supporting documents and participated in data analysis. Multiple site collection provided data from the firm's corporate offices, regional offices, board room meetings, lunch locations, happy hour locations, and the gym where many of the employees exercise during lunch hours. Twenty-eight formal interviews were conducted that ranged from 15 to 75 min long with a variety of ServicesCo employees (See Table 1). Hundreds of informal conversations were also recorded, totaling over 400 pages of transcriptions. Over 2200 supporting documents, including financial documents, photography, request for proposals (RFPs), sales collateral materials, market research reports, presentations made at meetings, training collateral, emails, and customer relationship management entries, were collected. These documents were used to explore the performance aspect of the context and for triangulation of the observations and retrospective interviews (Yin, 2013). The majority of the field observation data were collected in the common area that is central to the organization where salespeople and other employees often congregate to eat lunch or simply take a break from their normal workday. This area includes a kitchen, television, dinning set, and various pieces of sports equipment (e.g. ping pong table) that employees are invited to use during work hours. This location was optimal for observations because employees assemble there many times a day, and seem to be more open to informal discussions and more likely to express true opinions. Data (supporting documents, interviews, and photographs) were also collected from approximately 30 other ServicesCo locations throughout the United States, including locations in six different states, and locations ranging from 7 to 48 employees
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کلمات کلیدی:
Evolution and Revolution as Organizations Grow https://hbr.org/1998/05/evolution-and-revolution-as-organizations-grow In stressing the force of history on an organization, I have drawn from the legacies of ... primarily by past events and experiences, rather than by what lies ahead. ... The graph “How Companies Grow” shows how these elements interact to shape an ... markedly as the number of its employees and its sales volume increase. Organizations and the Sustainability Mosaic: Crafting Long-term ... https://books.google.com/books?isbn=1847205542 Sanjay Sharma, Mark Starik, Bryan Husted - 2007 - Business & Economics ... antecedents, environmental measures, stakeholder power and organizational learning. ... history in order to highlight the chronology of critical events that shaped the ... century especially showed high increases of its sales and employees. Relationships between Sales Management Control, Territory Design ... onlinelibrary.wiley.com/doi/10.1111/1467-8551.00113/abstract by NF Piercy - 1999 - Cited by 110 - Related articles Dec 16, 2002 - This research evaluates determinants of sales organization effectiveness in a sample of British companies, and contributes to an important new ... Strategic Management for Tourism, Hospitality and Events https://books.google.com/books?isbn=1135038279 Nigel Evans - 2015 - Business & Economics In response to changes organizations have to be ready to modify or improve ... and Ma and Hassink, 2013) destinations go through a similar evolution to that of products, but visitor numbers are substituted for product sales. ... The shape of the curve, the length of each stage and the length of the cycle itself are variable. MEES | OPEC History – Events Thats Shaped Oil & The Middle East https://mees.com/opec-history/ OPEC Report: Oil Companies Make 66% Profit in Middle East .... has now been translated into a virtual certainty: in the event ,of foreign intervention or support in fa ...... its sales as close to OPEC price rules as war and market conditions permit.
