Concepedia

Sales Force Creativity

Sales Force Creativity is a strategic organizational capability that denotes the systematic ability of a sales team to generate novel and valuable solutions, approaches, or value propositions in response to customer needs and market challenges, distinguishing it from routine sales execution by its emphasis on innovation and adaptive problem-solving within the domain of sales leadership.

28

Publications

1.7K

Citations

56

Authors

46

Institutions

Publications per year

2017–2026

9

Parents

Publications

28

Salesperson creative performance: conceptualization, measurement, and nomological validity

Guangping Wang, Richard G. Netemeyer · Journal of Business Research · 2002 · 318 citations

, , +13

Customer orientation, conflict, and innovativeness in Japanese sales departments

Makoto Matsuo · Journal of Business Research · 2005 · 176 citations · Full text

, , +12

Effects of sales force market orientation on creativity, innovation implementation, and sales performance

Guangping Wang, C. Fred Miao · Journal of Business Research · 2015 · 137 citations

, , +16

How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China

Wan Jiang, Qinxuan Gu · Management Decision · 2016 · 96 citations

, , +11

Adoption of new products by the sales force: The construct, research propositions, and managerial implications*1

Kwaku Atuahene‐Gima · Journal of Product Innovation Management · 1997 · 95 citations · Full text

, , +14

1–5 of 28

Authors

56

  1. GW
    Guangping Wang

    Pennsylvania State University, United States

    4 publications · 565 citations

    4

    h-index

  2. CF
    C. Fred Miao

    Clarkson University, United States

    2 publications · 202 citations

    2

    h-index

  3. AK
    Ashish Kalra

    University of Dayton, United States

    2 publications · 45 citations

    2

    h-index

  4. DA
    David A. Locander

    Loyola University New Orleans, United States

    2 publications · 114 citations

    2

    h-index

  5. KA
    Kwaku Atuahene‐Gima

    City University of Hong Kong, Hong Kong SAR China

    2 publications · 182 citations

    2

    h-index

1–5 of 56

Institutions

46

  1. Pennsylvania State University

    State College, United States

    3 h-index

    3 publications

    520 citations

  2. University of Tennessee at Chattanooga

    Chattanooga, United States

    2 h-index

    2 publications

    114 citations

  3. Drexel University

    Philadelphia, United States

    2 h-index

    2 publications

    31 citations

  4. Portland State University

    Portland, United States

    2 h-index

    2 publications

    202 citations

  5. Inha University

    Incheon, South Korea

    2 h-index

    2 publications

    59 citations

  6. University of Dayton

    Dayton, United States

    2 h-index

    5 publications

    110 citations

  7. East Carolina University

    Greenville, United States

    1 h-index

    1 publications

    16 citations

  8. Southeastern Louisiana University

    Hammond, United States

    1 h-index

    1 publications

    16 citations

1–8 of 46

Venues

  1. Journal of Business Research

    JBR · 7 publications · 882 citations

    7

    h-index

  2. Journal of Business and Industrial Marketing

    3 publications · 52 citations

    3

    h-index

  3. Journal of Product Innovation Management

    2 publications · 182 citations

    2

    h-index

  4. Journal of Personal Selling and Sales Management

    JPSSM · 2 publications · 138 citations

    2

    h-index

  5. Sustainability

    1 publications · 32 citations

    1

    h-index

1–5