Browsing by Author "Marcos Cuevas, Javier"

Now showing 1 - 9 of 9
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    The anatomy of account-based marketing - a conceptualisation of strategic dimensions
    (American Marketing Association, 2022-06-11) Mullen, Adam; Marcos Cuevas, Javier; Theoharakis, Vasilis
    Purpose — The purpose of this paper is to conceptualise an emerging B2B strategy known as account-based marketing (ABM). ABM is a mid-to-long-term strategy deployed by enterprise organisations to target, engage, and grow high-potential accounts. Design/Methodology/Approach — A mixture of academic and practitioner literature has been synthesised to create a tentative conceptual model of ABM. Findings — In ABM, digital technologies can be used to scale the engagement process, allowing selling teams to switch from targeting one account to many using pooled intelligence, smart resources, and automation. Originality/Value — This paper presents a conceptual model of ABM, whilst providing a foundation for future research.
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    The capabilities for implementing key account management: a systematic review
    (American Marketing Association, 2022-06-11) Sun, Liang; Marcos Cuevas, Javier; Prior, Daniel
    Purpose – To identify the capabilities that facilitate KAM Implementation Design/methodology/approach –A systematic review of 90 studies published from 1990 through to 2021 is conducted. A descriptive analysis and a thematic synthesis are presented. Findings – The paper draws a distinction between KAM formulation and implementation. A framework is developed that classifies the resources and capabilities as tangible and intangible resources, operational, relational, and dynamic capabilities. Originality/value –This study refines previous classifications of tangible and intangible KAM resources and identifies relational capabilities as uniquely related to KAM implementation.
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    Exploring physicians’ decision making and perception of quality in health care delivery
    (Cranfield University, 2013-10) Mikkelsen, Yngve; Marcos Cuevas, Javier
    The importance of health and quality health care in people’s daily lives is widely recognised. Physicians play a key role in delivering quality health care and improved patient outcomes. However, the evidence regarding physicians’ decision making and their perception of quality of health care delivery and its influencers is inconclusive. The overall aim of this thesis is to increase the understanding of quality in health care delivery and the factors that influence it from a physician’s perspective. This aim is fulfilled by conducting three interlinked research projects. The first research project comprises a systematic review of the literature that identifies the factors, contexts and theoretical underpinnings influencing physician decision making. The synthesis of 160 studies reveals two main categories of influencing factors. The first is ‘Contexts’, which refers to the set of circumstances or facts surrounding a particular event or situation. The second category is ‘Interventions’, which are the techniques, processes or actions introduced to create changes in how physicians make decisions while performing their clinical duties. Although extant literature provides ample evidence on factors influencing physician decision making the link to quality in health care is under researched. In the second research project, the author explores how physicians construct quality of health care delivery by means of investigating 162 clinical cases with 27 repertory gird interviews that yield eleven key constructs representing a classification of physicians’ conception of quality. The third research project examines physicians’ perceptions of enablers and barriers to quality in health care delivery, employing semi-structured interviews. Findings indicate that physician’s effort in delivering quality health care is largely influenced by factors affecting behavioural control (freedom to act). This research makes five contributions to knowledge. First, a novel classification of factors influencing physician decision making when prescribing is developed, providing new understanding of the link between these factors and quality of health care. Second, the systematic review shows an innovative application of factor analysis to structure the findings of a complex phenomenon. Third, the study presents a new conceptualisation of physicians’ construction of quality in health care. Fourth, the research provides a categorization of physicians’ perceived enablers and barriers to quality health care and the mechanisms by which they operate. Finally, this research develops a theoretically-grounded and empirically-informed conceptual model that incorporates three hitherto separate domains: agency, planned behaviour, and decision theories. This model provides a new integrated lens to better understand the complexities influencing quality in health care delivery. This study also makes two significant contributions to practice. First, the findings have helped initiate a transformation in the pharmaceutical industry’s business model, evolving from business-to-person to business-to-business. Second, the findings serve as a catalyst to drive organizational changes at Norway’s largest emergency hospital. As a result, a national debate was initiated, involving the Prime Minister and Minister of Health, on how hospital emergency care can best be provided at a national level.
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    The impact of sales knowledge acquisition on adaptiveness: a scoping study
    (American Marketing Association, 2022-06-11) Hough, Andy; Marcos Cuevas, Javier; Esch, Dennis
    Purpose: This research investigates transformational learning as a mechanism for sales knowledge acquisition and its impact on adaptiveness. Design/methodology/approach: The authors present a scoping study of the fields of sales training, sales-related knowledge, learning theories, and adaptiveness to propose a conceptual model for further empirical research. Findings: A body of literature exists defining the impact of adaptiveness on sales performance. There is scarce research linking sales knowledge acquisition, its enabling learning mechanisms, and their impact on adaptiveness. The study proposes a conceptual framework that emphasizes contextual influences and their impact on knowledge acquisition. Further, the model proposes self-directed learning as a moderator on the relationship between sales-related knowledge and adaptiveness. Originality/value: This scoping study enables the identification of key dimensions to better re-imagine knowledge acquisition programs in sales to improve competence development. In particular, programmes that emphasize self-directed learning for enhanced sales-person adaptiveness.
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    The interplay between objective and subjective measures of salesperson performance: toward an integrated approach
    (Taylor & Francis, 2022-03-16) Kerr, Peter D.; Marcos Cuevas, Javier
    The frameworks to measure salesperson performance have not advanced in parallel with the degree of transformation of professional selling. To address this issue, research in organizational performance advocates for the use of more comprehensive and integrated measurement frameworks, incorporating both objective and subjective measures. However, in sales research, this integrated approach is rare, with most studies using either objective or subjective measurement. Thus, in this article, we explore the combined use of objective and subjective measures of salesperson performance. We conduct a systematic review of sales performance and then investigate empirically, through a survey of 207 salespeople and 39 interviews with sales leaders, the specific role played by subjective measures of individual sales performance. A key finding of the study is the widespread use of diverse measures of performance in practice and the limited measurement approaches used in sales research. We contribute by articulating the differences in the conceptualization and operationalization of salesperson performance between industry practice and scholarly research. We propose a set of principles for selecting measures of performance in sales and present a framework that extends current conceptualizations of effectiveness and efficiency by incorporating a third dimension, competency, that also needs to be measured.
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    Learning and knowledge processes in an academic-management consulting research programme. The case of the MC Centre
    (Cranfield University, 2006-10) Marcos Cuevas, Javier; Denyer, David
    The purpose of this thesis is twofold: to explore learning and knowledge processes in an academic-management consultancy collaborative research programme, and to investigate the enablers and barriers of these processes. The research is driven by an interest in understanding the nature of the divide between academic management research and management practice, the so called `relevance gap'. A narrative review of Organisational Learning theory is used to inform and ground the research. In addition, a systematic review on learning and knowledge processes within and across organisations is conducted. From the systematic review, a conceptual framework is derived to guide empirical work. This framework identifies three key classes of enablers and barriers to learning and knowledge processes: `content', `practices' and `people'. The research design consists of an in-depth, longitudinal single case study with five embedded units of analysis (research projects). The case is explored by means of participant observation, semi-structured interviews, repertory grids and document analysis over a period of five years (2001-2006). The study identifies a number of paradoxes at individual, group and organisational levels that affect learning and knowledge processes in this case. Among others, a lack of a clearly articulated purpose, unclear mechanisms to exploit research findings, and non-sustained engagement of people help to explain how learning and knowledge failed to occur in some research projects but thrived in others. Purposeful engagement is proposed as an overarching integrative theme to enhance learning and knowledge in academic-management consulting research programmes. This thesis contributes to theory providing a theoretically-informed, empirically¬grounded conceptualisation of enablers and barriers to learning and knowledge processes in academic-management consulting research programmes. This conceptualisation offers new perspectives to dimensionalise the divide between academic management research and management practice, contributing to the relevance gap debate. The thesis contributes to methodology by providing an exemplar of the adoption of an evidence-informed approach to knowledge using systematic review in the management field.
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    Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis
    (Taylor & Francis, 2023-09-18) Kerr, Peter D.; Marcos Cuevas, Javier
    Professional selling has been transformed over the last decade and is in constant flux. Fundamental changes have occurred in how best to achieve salesperson performance and how to measure it. In this article, we present a meta-analysis of the determinants of salesperson performance using 150 studies, 936 raw effects, and ten moderating variables captured from 2009 to 2020. Our findings enable us to identify 19 key determinants of performance and to classify these within a sales determinant continuum, ranging from universal, to context-specific to necessary but insufficient predictors of performance. Our results show the significant influence the operationalization of salesperson performance has on the relationship between sales determinants and performance outcomes. Our study offers more nuanced guidelines for sales management practice than previous studies and suggests a greater alignment between research sampling and performance measurement methods to further our understanding of sales performance going forward.
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    Towards a path dependence approach to study management innovation
    (Emerald Group Publishing Limited, 2013-11-01T00:00:00Z) Perello-Marin, Rosario M.; Marin-Garcia, Juan A.; Marcos Cuevas, Javier
    Purpose – Scholars in social sciences tend to use the term of path dependence without explaining exactly what they mean by it. Path dependence is a useful approach to understand the success or otherwise of the implementation of management innovation. The aim of this paper is to identify under which conditions it makes sense to talk about path dependence, and the relevance of using path dependence to the analysis of management innovation.Design/methodology/approach – The path dependence literature in different contexts and knowledge areas within social science is reviewed using a narrative approach.Findings – The concept of path dependence can be used to study management innovation, particularly when analyzing the introduction of new management practices. The authors argue that the order in which management practices are introduced has a profound effect on the outcomes for the organization. When the appropriate practices are introduced first, these create enhanced capabilities for the implementation of subsequent practices. If inappropriate practices are rolled out, they may severely impede management innovation and thus evolution and change of the firm.Research limitations/implications – This work highlights the need to conduct further research to understand the interaction between existing practices and the new ones. This study can be extended with an empirical work to corroborate the results presented here.Originality/value – By reviewing the different definitions of path dependence that exist in the literature, this paper will stimulate a debate on the necessary and sufficient conditions of path dependence and encourage a greater level of clarity in the management innovation area.
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    Which resources and capabilities underpin strategic key account management?
    (Elsevier, 2018-05-25) Guesalaga, Rodrigo; Gabrielsson, Mika; Rogers, Beth; Ryals, Lynette; Marcos Cuevas, Javier
    Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical and lacking in conceptual foundations. This paper argues for an organizational-level, resource-based view of KAM. Using a systematic approach, the authors review the KAM literature to identify the critical resources and capabilities that underpin strategic KAM. The analysis synthesizes and integrates previous research on KAM applying a resource-based lens to reveal that strategic KAM comprises complex portfolios of resources and capabilities that constitute a source of competitive advantage. The authors discuss the theoretical and practical implications of this unique view of KAM and identify directions for further research.