The impact of sales knowledge acquisition on adaptiveness: a scoping study

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dc.contributor.authorHough, Andy
dc.contributor.authorMarcos Cuevas, Javier
dc.contributor.authorEsch, Dennis
dc.date.accessioned2022-08-08T14:26:31Z
dc.date.available2022-08-08T14:26:31Z
dc.date.issued2022-06-11
dc.description.abstractPurpose: This research investigates transformational learning as a mechanism for sales knowledge acquisition and its impact on adaptiveness. Design/methodology/approach: The authors present a scoping study of the fields of sales training, sales-related knowledge, learning theories, and adaptiveness to propose a conceptual model for further empirical research. Findings: A body of literature exists defining the impact of adaptiveness on sales performance. There is scarce research linking sales knowledge acquisition, its enabling learning mechanisms, and their impact on adaptiveness. The study proposes a conceptual framework that emphasizes contextual influences and their impact on knowledge acquisition. Further, the model proposes self-directed learning as a moderator on the relationship between sales-related knowledge and adaptiveness. Originality/value: This scoping study enables the identification of key dimensions to better re-imagine knowledge acquisition programs in sales to improve competence development. In particular, programmes that emphasize self-directed learning for enhanced sales-person adaptiveness.en_UK
dc.identifier.citationHough A, Marcos-Cuevas J, Esch D. (2022) The impact of sales knowledge acquisition on adaptiveness: a scoping study. In: GSSI 2022; Creating Value for Customers and Companies in a Changing World, 8-11 June 2022, Frankfurt, Germanyen_UK
dc.identifier.issn2510-733X
dc.identifier.urihttps://gssi.world/wp-content/uploads/2022/06/Proceedings-GSSI-2022.pdf
dc.identifier.urihttps://dspace.lib.cranfield.ac.uk/handle/1826/18290
dc.language.isoenen_UK
dc.publisherAmerican Marketing Associationen_UK
dc.rightsAttribution-NonCommercial 4.0 International*
dc.rights.urihttp://creativecommons.org/licenses/by-nc/4.0/*
dc.subjectSalesen_UK
dc.subjectSales Competenceen_UK
dc.subjectSales Learningen_UK
dc.subjectTransformational Learningen_UK
dc.subjectAdaptivenessen_UK
dc.titleThe impact of sales knowledge acquisition on adaptiveness: a scoping studyen_UK
dc.typeConference paperen_UK

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