Research areas and keywords
UKÄ subject classification
- Business Administration
- Sales Management, Strategy
My research focus on tensions in sales. More specifically tensions in complex sales, where the sales function is increasingly populated with specialists. For example, seen within recruiting, engineering and IT.
I am interested in exploring tensions inherent in the sales role today and build on (1) existing literature, where tensions like role stress, role ambiguity and conflict have received some attention, and has been found to negatively affect sales performance, turnover, commitment and employee satisfaction. (2) Empirical work, which I plan to carry out within different business areas including recruiting, engineering, IT and law.
My research interest and focus is to a great extent based on my own experience working for two different private companies in Copenhagen as project manager and change manager focusing on strategic sales, first B2C later B2B.