Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold, Nils M.; Rodriguez Herrera, Rocio; Otero-Neria, Carmen; Svensson, Göran

Publication:
Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

dc.contributor.author	Høgevold, Nils M.
dc.contributor.author	Rodriguez Herrera, Rocio
dc.contributor.author	Otero-Neria, Carmen
dc.contributor.author	Svensson, Göran
dc.contributor.department	Comercialización e Investigación de Mercados
dc.date.accessioned	2025-01-23T11:15:07Z
dc.date.available	2025-01-23T11:15:07Z
dc.date.issued	2024-04-03
dc.description	© 2023, Emerald Publishing Limited. This manuscript version is made available under the CC-BY-NC 4.0 license http://creativecommons.org/licenses/by-nc/4.0/. This document is the Accepted version of a Published Work that appeared in final form in Benchmarking: An International Journal. To access the final edited and published work see https://doi.org/10.1108/BIJ-10-2021-0598
dc.description.abstract	Purpose. The purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms. Design/methodology/approach. The study is based on a deductive approach and questionnaire survey focusing on a range of services firms from different industries and corporate sizes. A total of 389 questionnaires out of 732 were returned, generating a response rate of 53.1%.Findings: The study aims to provide empirical evidence and structures relating to B2B sellers' capabilities in a seven-dimensional conceptualization, all of which can be used in services firms to improve their seller efficiency. Each seller skill dimension performs a different function in the sales services process. Research limitations/implications. The authors conclude that the verified meta-analytical conceptualizations of B2B seller skills seem valid and reliable in services firms. Nevertheless, further research needs to be carried out, based on other company characteristics as well as industries. Practical implications. It reduces the risk perceived by customers in B2B services settings through cultivating the sellers' capabilities, based on the seven-dimensional evidence of seller skills to enhance sales performance. Originality/value. The study contributes to existing theory and previous studies by offering a foundation on which to structure sales performance indicators in services firms. Specifically, it contributes to structuring B2B seller skills across a selection of principal dimensions in B2B services settings.	es
dc.format	application/pdf	es
dc.format.extent	23	es
dc.identifier.citation	Benchmarking: An International Journal, Vol. 31 No. 3, pp. 884-902
dc.identifier.doi	https://doi.org/10.1108/BIJ-10-2021-0598
dc.identifier.issn	1463-5771
dc.identifier.uri	http://hdl.handle.net/10201/149145
dc.language	eng	es
dc.publisher	Emerald	es
dc.relation	Sin financiación externa a la Universidad	es
dc.relation.publisherversion	https://www.emerald.com/insight/content/doi/10.1108/bij-10-2021-0598/full/html	es
dc.rights	info:eu-repo/semantics/openAccess	es
dc.rights	Atribución-NoComercial 4.0 Internacional	*
dc.rights.uri	http://creativecommons.org/licenses/by-nc/4.0/	*
dc.subject	Sales performance	es
dc.subject	Services firms	es
dc.subject	Seller skills	es
dc.subject	Interpersonal	es
dc.subject	Sales technology	es
dc.subject	Adaptativeness	es
dc.subject	Selling related knowledge
dc.subject	Sales technology
dc.subject	Norway
dc.title	Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms	es
dc.type	info:eu-repo/semantics/article	es
dspace.entity.type	Publication	es