Papers by Jorge Bullemore
EXPRESS: Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe
Journal of International Marketing, 2024
In the context of the global crisis presented by the COVID-19 pandemic, we investigate the perspe... more In the context of the global crisis presented by the COVID-19 pandemic, we investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, we conducted the first, to our knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing twenty-seven nations. Our inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. Our results simultaneously validate certain emerging concepts.
Neumann Business Review, 2024
This literature review discusses sales enablement (SE) strategy, a crucial component of modern sa... more This literature review discusses sales enablement (SE) strategy, a crucial component of modern sales organizations. It emphasizes the importance of training, content management, collaboration, and technology deployment. It also discusses the phases of technology adoption and the challenges of integrating new technologies. The review suggests that managers should invest in training, cross-functional collaboration, align SE initiatives with company goals, adopt innovative technologies, and implement effective change management methods to improve sales performance and maintain a competitive advantage.
Harvard Deusto Business Review, 2024
En el mundo empresarial, el liderazgo es un arte y una ciencia, con variados estilos que impactan... more En el mundo empresarial, el liderazgo es un arte y una ciencia, con variados estilos que impactan de distintas maneras en el desempeño de los equipos.
Entre ellos, el liderazgo narcisista, a menudo malinterpretado, puede ser tanto un impulso como un obstáculo. ¿Cómo afecta este tipo de liderazgo a los equipos de ventas y qué estrategias emplear para manejarlo de forma efectiva?
International Review of Management and Marketing, 2024
This study investigates the dual nature of narcissistic leadership within sales teams, revealing ... more This study investigates the dual nature of narcissistic leadership within sales teams, revealing its potential to both inspire ambitious goals and undermine team cohesion and performance. By integrating a comprehensive literature review, the research outlines the characteristic behaviors of narcissistic leaders, such as arrogance and a lack of empathy, and their impact on team dynamics, including reduced cohesion, increased conflict, and impaired team performance. The paper proposes strategies to mitigate these negative effects, such as leadership development programs, team-based performance evaluations, and fostering a culture of empathy. It highlights the importance of understanding and addressing the complexities of narcissistic leadership to cultivate healthier, more productive team environments. The findings call for further research into the long-term effects of narcissistic leadership and the development of effective management strategies.
Journal of Professional Business Review, 2023
The aim of this study is to examine despite Covid-19 pandemic, several companies managed to grow ... more The aim of this study is to examine despite Covid-19 pandemic, several companies managed to grow their sales. This leads us to our research questions: what selling competencies make best salespeople post Covid-19 disruption? And, which of the sales competencies make to be most important toward their job performance? Theoretical framework: The B2B selling abilities post Covid-19 as the subject of this study has been little research by the academy and without a dominant theoretical framework, but rather a partial vision. This article contributes to integrating the scarce academic literature, which, as we demonstrate, is mainly empirical, with a theoretical domain. Design/methodology/approach: The use of established generic scales capturing each of the constructs of interest by surveying Key Account Managers in a B2B industry setting. Descriptive statistics, psychometric properties, pairwise correlations, and partial least squares structural equation modeling (PLS-SEM) where deployed. Findings: The results suggests that there is a positive direct effect of salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility with salesperson post-disruption performance. Lastly, a negative indirect effect is found between learning orientation, salesperson creativity, and salesperson grit. Research, Practical & Social implications: The study has focused on the proposal of what are the new sales competencies that B2B key account managers must develop to achieve a better sales performance, so managers must train and coach their B2B Key Account Managers (KAM) considering the new abilities needed (salesperson bricolage, adaptive selling, resiliency, salesperson' self-efficacy, and psychological flexibility) for sales success. Originality/value: The value of this study is a novel effort to understand what skills are needed to succeed in the post Covid-19 B2B selling environment.
REVISTA BRASILEIRA DE GESTÃO DE NEGÓCIOS, 2022
Purpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-u... more Purpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-users, vendors, and specifiers. The differences in perceptions of product attributes between these triadic actors can bias strategic marketing decisions for functional and aesthetic products in a building supply retailer, which is understudied in the retail literature.
Theoretical framework – The study uses the attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end user-specifier-vendor).
Design/methodology/approach – The hypotheses are tested in two countries’ functional and aesthetic building material categories. Attribute evaluations were performed using the ranking method and Borda count. We used ANOVA, linear discriminant analysis (LDA), and the Mahalanobis squared distance (MSD) for the estimations.
Findings – The hypothesis tests confirmed the difference in attribute evaluations between end-users, vendors, and specifiers for functional products; however, as we hypothesized, no difference was found for aesthetic products.
Practical & social implications of research – Our discussion will help retail practitioners avoid bias in marketing strategy. In the development of new products, manufacturing companies should consider differences between actors, especially in collaborative product developments.
Originality/value – This study contributes to the literature by using an attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end-user-specifier-vendor). We provide insights into allocating causes and responsibility in product attribute selection.
Información tecnológica
Los objetivos de esta investigación son entender los efectos de la crisis producida por el corona... more Los objetivos de esta investigación son entender los efectos de la crisis producida por el coronavirus en la actividad comercial de empresas, conocer qué herramientas están usando las empresas para poder mitigar los impactos de la crisis, y entender los citados impactos con un efecto temporal. Se realiza una encuesta administrada a directivos de más de 75 empresas durante los meses de marzo, abril, mayo, junio y julio de 2020. Los resultados muestran que la mayor parte de las empresas ha estado monitoreando la actividad de venta y los resultados comerciales con medidas relacionadas con llamadas a clientes existentes, oportunidades de negocios creadas y cotizaciones enviadas. Se afianza la creencia que no antes de dos meses se podrá retomar progresivamente la normalidad. Se concluye que las pandemias generan caídas en la productividad agregada de las economías de los países, lo que a su vez impacta en una caída mayoritaria en la actividad comercial y en las ventas de las organizaciones.
Academia Letters, 2021
The objective of this short paper is to present the latest developments in scientific research in... more The objective of this short paper is to present the latest developments in scientific research in the field of sales and sales management with an emphasis on Latin America. There is not much scientific literature devoted to the reality of the sales and sales management in Latin America.
This article aims to update and disseminate those topics covered by the main researchers in the material, and provides some conclusions and suggestions for those interested in contributing to the scientific literature.
Neumann Business Review
pesar de los avances en la investigación en el área de las ventas industriales, en Latinoamérica ... more pesar de los avances en la investigación en el área de las ventas industriales, en Latinoamérica estos han sido escasos. Más aún en los relacionados a aspectos tales como la autoeficacia, el estrés y la productividad de ejecutivos de ventas, la cual es nula. La distinción entre el trabajo de los trabajadores y su vida personal se está volviendo cada vez más borrosa, y en particular de los vendedores quienes dedican más horas a su jornada laboral, al realizar múltiples tareas, y muchas veces manifiestan sentirse abrumados por su trabajo. Esta investigación estudia el efecto de la sobrecarga de trabajo y la autoeficacia en la productividad comercial de ejecutivos de ventas industriales latinoamericanos. Se desarrolló una investigación cuantitativa con una muestra de 149 vendedores mediante constructos con escalas establecidas, a su vez se utilizó análisis factorial confirmatorio, y los parámetros del modelo se estimaron utilizando el método de máxima verosimilitud. Se concluyó para el...
Redmarka. Revista de Marketing Aplicado
Reseña del libro Insights for sales force success: practical ideas for winning in today's sal... more Reseña del libro Insights for sales force success: practical ideas for winning in today's sales environment, de los autores Andris Zoltners, Prabha Sinha y Sally Lorimer.
Customer Survey
PsycTESTS Dataset
Salesperson in Service Organization Survey
PsycTESTS Dataset
Estado de la dirección y gestión de ventas usando el método Delphi: El caso chileno
Iberoamerican Business Journal, Jul 31, 2018
La gestión de los recursos humanos en las fuerzas de ventas, un estudio exploratorio a través del... more La gestión de los recursos humanos en las fuerzas de ventas, un estudio exploratorio a través del Método Delphi aplicado a las empresas peruanas Human resources management in the sales forces, an exploratory study through the Delphi method applied to Peruvian companies Recibido Abril de 2018-Aprobado Julio 2018. the development of commercial leadership skills.
Listening and perseverance – two sides to a coin in quality evaluations
Journal of Consumer Marketing, Jan 14, 2019
PurposeThe purpose of this study is to examine how a service provider’s offer quality is evaluate... more PurposeThe purpose of this study is to examine how a service provider’s offer quality is evaluated (OQ).This study shows that attitude toward the salesperson in a service context (AS) is an important antecedent to OQ.Design/methodology/approachThis study involves three studies, first is a dyadic data analyzed with HLM, second is an experiment and the third an IAT.FindingsThe findings of this study show that active empathetic listening increases offer quality evaluations, regardless of the AS level. However, at lower levels of AS,sales perseverancenegatively affects offer quality evaluations.Originality/valueWhile research suggests that listening is extremely important, there is also research that suggests that perseverance is more important. Considering data from sales people and from consumers, the authors examine when listening and when perseverance is important.
Zoltners, A. Sinha, P. Lorimer, S. (2016). Insights for Sales Force Success: Practical Ideas for Winning in Today's Sales Environment. ZS Associates, Inc. [Reseña]
Neumann Business Review, 2021
Despite advances in research in the area of industrial sales, in Latin America these have been sc... more Despite advances in research in the area of industrial sales, in Latin America these have been scarce. Even more so in those related to aspects such as self-efficacy, stress and sales productivity, which is nil. The line that divides the work and personal lives of workers is increasingly blurred, and in particular of salespeople who work longer hours, perform multiple tasks, and many times report feeling increasingly overwhelmed by their work. This research studies the effect of work overload and self-efficacy on the business productivity of Latin American industrial sales executives. A quantitative investigation was developed with a sample of 149 vendors using constructs with established scales, in turn, confirmatory factor analysis was used, and the model parameters were estimated using the maximum likelihood method. It was concluded for the case study, self-efficacy is negatively related to work stress, and this is negatively related to business productivity. Therefore, self-efficacy is positively related to sales productivity. Finally, the results of the study and its limitations are discussed.
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Papers by Jorge Bullemore
Entre ellos, el liderazgo narcisista, a menudo malinterpretado, puede ser tanto un impulso como un obstáculo. ¿Cómo afecta este tipo de liderazgo a los equipos de ventas y qué estrategias emplear para manejarlo de forma efectiva?
Theoretical framework – The study uses the attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end user-specifier-vendor).
Design/methodology/approach – The hypotheses are tested in two countries’ functional and aesthetic building material categories. Attribute evaluations were performed using the ranking method and Borda count. We used ANOVA, linear discriminant analysis (LDA), and the Mahalanobis squared distance (MSD) for the estimations.
Findings – The hypothesis tests confirmed the difference in attribute evaluations between end-users, vendors, and specifiers for functional products; however, as we hypothesized, no difference was found for aesthetic products.
Practical & social implications of research – Our discussion will help retail practitioners avoid bias in marketing strategy. In the development of new products, manufacturing companies should consider differences between actors, especially in collaborative product developments.
Originality/value – This study contributes to the literature by using an attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end-user-specifier-vendor). We provide insights into allocating causes and responsibility in product attribute selection.
This article aims to update and disseminate those topics covered by the main researchers in the material, and provides some conclusions and suggestions for those interested in contributing to the scientific literature.