Sales technology and salespeople’s ambidexterity: An ecosystem approach
Purpose – This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach. Design/methodology/approach – This paper adopts a qualita...
| Main Authors: | , , |
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| Format: | Journal Article |
| Published: |
Emerald
2020
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| Online Access: | http://hdl.handle.net/20.500.11937/81370 |
| _version_ | 1848764357969707008 |
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| author | Giovannetti, Maria Cardinali, Silvio Sharma, Piyush |
| author_facet | Giovannetti, Maria Cardinali, Silvio Sharma, Piyush |
| author_sort | Giovannetti, Maria |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | Purpose – This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales
ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach.
Design/methodology/approach – This paper adopts a qualitative methodology, through in-depth interviews with salespeople from a diverse
range of industries, age profiles and contexts, to explore the narratives and original meanings related to their goal orientation, self-regulatory mode,
ambidexterity, STI and performance.
Findings – Sceptics are salespeople who may fear or hesitate to fully use the sales technology, whereas enthusiasts are ambidextrous salespeople with high
STI, who are more open to change and able to face uncertainty, regardless of the differences in their background in terms of industry, age and experience.
Practical implications – STI may be influenced by individual factors, such as the salesperson’s goal orientation and self-regulatory mode. Hence,
sales organizations should try to foster and facilitate further STI and sales ambidexterity, which are key to achieving positive outcomes in today’s
technology-intensive sales settings.
Originality/value – This paper extends the current literature on sales technology and sales ambidexterity within a sales technology ecosystem
perspective and provides new insight on the combined impact of these variables on the salesperson’s performance. |
| first_indexed | 2025-11-14T11:18:05Z |
| format | Journal Article |
| id | curtin-20.500.11937-81370 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T11:18:05Z |
| publishDate | 2020 |
| publisher | Emerald |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-813702020-11-20T05:17:44Z Sales technology and salespeople’s ambidexterity: An ecosystem approach Giovannetti, Maria Cardinali, Silvio Sharma, Piyush Purpose – This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach. Design/methodology/approach – This paper adopts a qualitative methodology, through in-depth interviews with salespeople from a diverse range of industries, age profiles and contexts, to explore the narratives and original meanings related to their goal orientation, self-regulatory mode, ambidexterity, STI and performance. Findings – Sceptics are salespeople who may fear or hesitate to fully use the sales technology, whereas enthusiasts are ambidextrous salespeople with high STI, who are more open to change and able to face uncertainty, regardless of the differences in their background in terms of industry, age and experience. Practical implications – STI may be influenced by individual factors, such as the salesperson’s goal orientation and self-regulatory mode. Hence, sales organizations should try to foster and facilitate further STI and sales ambidexterity, which are key to achieving positive outcomes in today’s technology-intensive sales settings. Originality/value – This paper extends the current literature on sales technology and sales ambidexterity within a sales technology ecosystem perspective and provides new insight on the combined impact of these variables on the salesperson’s performance. 2020 Journal Article http://hdl.handle.net/20.500.11937/81370 10.1108/JBIM-01-2020-0034 http://creativecommons.org/licenses/by-nc-nd/4.0/ Emerald fulltext |
| spellingShingle | Giovannetti, Maria Cardinali, Silvio Sharma, Piyush Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title | Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title_full | Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title_fullStr | Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title_full_unstemmed | Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title_short | Sales technology and salespeople’s ambidexterity: An ecosystem approach |
| title_sort | sales technology and salespeople’s ambidexterity: an ecosystem approach |
| url | http://hdl.handle.net/20.500.11937/81370 |