{"id":"https://openalex.org/W128941284","doi":null,"title":"Personal selling as knowledge-based activity: communities of practice in sales","display_name":"Personal selling as knowledge-based activity: communities of practice in sales","publication_year":2005,"publication_date":"2005-01-01","ids":{"openalex":"https://openalex.org/W128941284","mag":"128941284"},"language":"en","primary_location":{"id":"pmh:http://www.rian.ie/73543/","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10197/5326","pdf_url":"http://hdl.handle.net/10197/5326","source":{"id":"https://openalex.org/S4306400033","display_name":"Arrow@dit (Dublin Institute of Technology)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4210144925","host_organization_name":"Technological University Dublin","host_organization_lineage":["https://openalex.org/I4210144925"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Journal article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"http://hdl.handle.net/10197/5326","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5046293617","display_name":"Susi Geiger","orcid":"https://orcid.org/0000-0002-2400-7333","observed_orcids":["https://orcid.org/0000-0002-2400-7333"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Susi Geiger","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0002-2400-7333","affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5022190298","display_name":"Darach Turley","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Darach Turley","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.2625,"has_fulltext":true,"cited_by_count":21,"citation_normalized_percentile":{"value":0.67265469,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":97},"biblio":{"volume":"26","issue":"1","first_page":"61","last_page":"70"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12028","display_name":"Knowledge Management and Sharing","score":0.9911999702453613,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12028","display_name":"Knowledge Management and Sharing","score":0.9911999702453613,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10003","display_name":"Innovation and Knowledge Management","score":0.006599999964237213,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11466","display_name":"Innovative Education and Learning Practices","score":0.000699999975040555,"subfield":{"id":"https://openalex.org/subfields/3304","display_name":"Education"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/personal-selling","display_name":"personal selling","score":1.0},{"id":"https://openalex.org/keywords/communities-of-practice","display_name":"communities of practice","score":0.9160000085830688},{"id":"https://openalex.org/keywords/knowledge-sharing","display_name":"knowledge sharing","score":0.6859999895095825},{"id":"https://openalex.org/keywords/sales-force","display_name":"sales force","score":0.6100000143051147},{"id":"https://openalex.org/keywords/customer-knowledge","display_name":"customer knowledge","score":0.8610000014305115},{"id":"https://openalex.org/keywords/knowledge-management","display_name":"knowledge management","score":0.7070000171661377},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.4950000047683716},{"id":"https://openalex.org/keywords/customer-oriented-marketing","display_name":"customer-centric marketing","score":0.7910000085830688}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6202793717384338},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5099483728408813},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.32965511083602905}],"mesh":[],"locations_count":3,"locations":[{"id":"pmh:http://www.rian.ie/73543/","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10197/5326","pdf_url":"http://hdl.handle.net/10197/5326","source":{"id":"https://openalex.org/S4306400033","display_name":"Arrow@dit (Dublin Institute of Technology)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4210144925","host_organization_name":"Technological University Dublin","host_organization_lineage":["https://openalex.org/I4210144925"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Journal article"},{"id":"pmh:oai:researchrepository.ucd.ie:10197/5326","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10197/5326","pdf_url":null,"source":{"id":"https://openalex.org/S4306402280","display_name":"Research Repository UCD (University College Dublin)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I100930933","host_organization_name":"University College Dublin","host_organization_lineage":["https://openalex.org/I100930933"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Journal Article"},{"id":"mag:128941284","doi":null,"is_oa":false,"landing_page_url":"https://researchrepository.ucd.ie/bitstream/10197/5326/1/IJM05.pdf","pdf_url":null,"source":{"id":"https://openalex.org/S2911234051","display_name":"The Irish Journal of Management","issn_l":"1649-248X","issn":["1649-248X","2451-2834"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-c","anvur-scientific","cwts-core","jufo-1","poland-20","russia-white-list-4"],"host_organization":"https://openalex.org/P4310313990","host_organization_name":"De Gruyter","host_organization_lineage":["https://openalex.org/P4310313990"],"host_organization_lineage_names":["De Gruyter"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"The Irish Journal of Management","raw_type":null}],"best_oa_location":{"id":"pmh:http://www.rian.ie/73543/","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10197/5326","pdf_url":"http://hdl.handle.net/10197/5326","source":{"id":"https://openalex.org/S4306400033","display_name":"Arrow@dit (Dublin Institute of Technology)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4210144925","host_organization_name":"Technological University Dublin","host_organization_lineage":["https://openalex.org/I4210144925"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Journal article"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W128941284.pdf","grobid_xml":"https://content.openalex.org/works/W128941284.grobid-xml"},"referenced_works_count":15,"referenced_works":["https://openalex.org/W201578715","https://openalex.org/W1495086477","https://openalex.org/W1495419098","https://openalex.org/W1780382453","https://openalex.org/W2005309592","https://openalex.org/W2025962275","https://openalex.org/W2055518250","https://openalex.org/W2070504353","https://openalex.org/W2113900621","https://openalex.org/W2115925287","https://openalex.org/W2116199508","https://openalex.org/W2118639955","https://openalex.org/W2160393657","https://openalex.org/W2179492332","https://openalex.org/W2905821330"],"related_works":["https://openalex.org/W7105511710","https://openalex.org/W2032499424","https://openalex.org/W222571461","https://openalex.org/W2585484320","https://openalex.org/W6982779197","https://openalex.org/W4399054360","https://openalex.org/W7162009562","https://openalex.org/W7144937437","https://openalex.org/W7015972507","https://openalex.org/W3083288948"],"abstract_inverted_index":{"This":[0],"research":[1],"posits":[2],"personal":[3,96],"selling":[4],"as":[5],"a":[6,50],"knowledge-based":[7],"activity.":[8],"In":[9,62],"their":[10,20,25,29],"day-to-day\\ninteraction":[11],"with":[12],"customers,":[13],"sales":[14,60,102,117],"personnel":[15],"gain":[16],"priceless":[17],"insights":[18],"into":[19],"personalities,":[21],"likes":[22],"and":[23,33,42,59,73,93,119,135],"dislikes,":[24],"process":[26],"requirements":[27],"or":[28],"position":[30],"in":[31,45,54,71,101,115,130],"formal":[32],"informal":[34],"networks.":[35],"If":[36],"such":[37,66,95],"\u2018soft\u2019":[38],"knowledge":[39,67,78,98,122],"is":[40,68,88,99,124,133],"externalised":[41],"made":[43],"available":[44],"organisations,":[46],"it":[47,132],"can":[48],"be":[49],"highly":[51],"precious":[52],"asset":[53],"developing":[55],"genuine":[56],"customer-oriented":[57],"marketing":[58],"strategies.":[61],"most":[63],"firms,":[64],"however,":[65],"not":[69],"included":[70],"databases":[72],"other":[74],"technological":[75],"means":[76],"of":[77,110,113],"exchange.":[79],"Using":[80],"the":[81,108,116,127],"Grounded":[82],"Theory":[83],"method,":[84],"an":[85],"exploratory":[86],"investigation":[87],"undertaken":[89],"to":[90,137],"examine":[91],"if":[92],"how":[94],"customer":[97],"shared":[100],"teams.":[103],"The":[104],"findings":[105],"point":[106],"toward":[107],"importance":[109],"so-called":[111],"\u2018communities":[112],"practice\u2019":[114],"organisation":[118],"show":[120],"that":[121],"exchange":[123],"inseparable":[125],"from":[126],"social":[128],"environment":[129],"which":[131],"created":[134],"put":[136],"use.":[138]},"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2022,"cited_by_count":2},{"year":2020,"cited_by_count":2},{"year":2016,"cited_by_count":3},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":2},{"year":2012,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}
