Authors: John Nicholson; Paul Johnston; Simon Kelly
We propose new perspectives, insights and explanations about the workings of the sales and marketing interface (SMI) in the production of business to business (B2B) value propositions. In particular we suggest that value proposition production at the SMI is a more dynamic and social phenomenon than that depicted in the extant literature such that practitioner versatility in reading and navigating context was deemed significant. Furthermore, our research uncovered a fragmented, heterogenous and tribal view of sales and marketing identities that stands in contrast to the portrayals of sales and marketing as monolithic functional entities. We present findings which aim to describe and explain the affective phenomena of actor identity, contextualisation and thought worlds in relation to value proposition production. These phenomena are understood to be aspects of the ‘spaces in-between’ sales and marketing that are distinct from and add to understandings of normative phenomena observed in the SMI literature which concern goals, roles, resource allocations, information flow, interaction processes, and performance incentives.
Journal: ( – )
Web Address:
Publish Year: 2018
Conference: Marseille, France (2018)