The intersection of entrepreneurship and selling : an interdisciplinary review, framework, and future research agenda
Matthews, Russell S. and Chalmers, Dominic M. and Fraser, Simon S. (2018) The intersection of entrepreneurship and selling : an interdisciplinary review, framework, and future research agenda. Journal of Business Venturing, 33 (6). pp. 691-719. ISSN 0883-9026 (https://doi.org/10.1016/j.jbusvent.2018.04.008)
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Abstract
Selling is integral to entrepreneurship, yet it has rarely been a focal topic of analysis for entrepreneurship scholars. To address this, we undertake a broad-ranging systematic literature review of research that in some way explores selling within entrepreneurial contexts. We inductively develop a framework that orders extant research into selling antecedents, activities, contexts, and outcomes. Then, drawing on these entrepreneurship-selling intersections, we suggest opportunity theory can be extended by integrating critical insights from selling literatures. In particular, we address ego-centric views of entrepreneurship which prioritize entrepreneurial agency, and advocate for the incorporation of customer agency into synchronized processes of opportunity identification, refinement, and exploitation. The article concludes that a promising avenue for future theory development resides in the study of situated sales interactions, which can serve as an empirical vista to the underexplored entrepreneur-customer nexus.
ORCID iDs
Matthews, Russell S. ORCID: https://orcid.org/0000-0002-5172-0409, Chalmers, Dominic M. ORCID: https://orcid.org/0000-0001-5626-3692 and Fraser, Simon S.;-
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Item type: Article ID code: 63846 Dates: DateEvent30 November 2018Published1 May 2018Published Online23 April 2018AcceptedSubjects: Social Sciences > Industries. Land use. Labor > Management. Industrial Management Department: Strategic Research Themes > Innovation Entrepreneurship
Strathclyde Business School > Hunter Centre for Entrepreneurship, Strategy and InnovationDepositing user: Pure Administrator Date deposited: 24 Apr 2018 15:23 Last modified: 14 Sep 2024 21:37 Related URLs: URI: https://strathprints.strath.ac.uk/id/eprint/63846