Complex and Strategic Decision-Making in Organizations: Implications for Personal Selling and Sales Management

Wolfgang Ulaga and Arun Sharma
Additional contact information
Wolfgang Ulaga: EDHEC - EDHEC Business School - UCL - Université catholique de Lille
Arun Sharma: Department of Marketing, University of Miami - University of Miami [Coral Gables]

Post-Print from HAL

Abstract: This article seeks to understand complex or strategic decision making and suggest personal selling and sales management strategies to enable organizations to effectively sell in complex decision-making environments. To understand complex and strategic decision making, we conducted an in-depth examination of the manufacturing location selection decision-making process of five organizations. We propose sales management guidelines and directions for future theoretical investigations based on the decision-making processes. Specifically, implications for sales force selling complex and strategic products and services (e.g., location and technology platforms) are addressed. The results suggest an adaptation of national or key accounts may be the best sales strategy for selling products and services that entail complex and strategic decision making.

Keywords: Decision Making in Organizations; Personal Selling; Sales Management (search for similar items in EconPapers)
Date: 2001-06
References: Add references at CitEc
Citations: View citations in EconPapers (1)

Published in Industrial Marketing Management, 2001, Vol.30,n°5, pp.427-440. ⟨10.1016/S0019-8501(99)00099-1⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00485118

DOI: 10.1016/S0019-8501(99)00099-1

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().