Russell S. Matthews
The intersection of entrepreneurship and selling: an interdisciplinary review, framework, and future research agenda.
Matthews, Russell S.; Chalmers, Dominic M.; Fraser, Simon S.
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.
Citation
MATTHEWS, R.S., CHALMERS, D.M. and FRASER, S.S. 2018. The intersection of entrepreneurship and selling: an interdisciplinary review, framework, and future research agenda. Journal of business venturing [online], 33(6), pages 691-719. Available from: https://doi.org/10.1016/j.jbusvent.2018.04.008
Journal Article Type | Article |
---|---|
Acceptance Date | Apr 23, 2018 |
Online Publication Date | May 1, 2018 |
Publication Date | Nov 30, 2018 |
Deposit Date | Jun 22, 2018 |
Publicly Available Date | May 2, 2020 |
Journal | Journal of business venturing |
Print ISSN | 0883-9026 |
Publisher | Elsevier |
Peer Reviewed | Peer Reviewed |
Volume | 33 |
Issue | 6 |
Pages | 691-719 |
DOI | https://doi.org/10.1016/j.jbusvent.2018.04.008 |
Keywords | Selling; Entrepreneurship; Systematic literature review; Entrepreneurship selling intersections; Consumer behaviour; Health; Environmenal impact |
Public URL | http://hdl.handle.net/10059/2961 |
Contract Date | Jun 22, 2018 |
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MATTHEWS 2018 The intersection of entreprenurship and selling
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Publisher Licence URL
https://creativecommons.org/licenses/by-nc-nd/4.0/
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