{"id":"https://openalex.org/W2265005771","doi":"https://doi.org/10.1080/10696679.2000.11501867","title":"Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations","display_name":"Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations","publication_year":2000,"publication_date":"2000-04-01","ids":{"openalex":"https://openalex.org/W2265005771","doi":"https://doi.org/10.1080/10696679.2000.11501867","mag":"2265005771"},"language":"en","primary_location":{"id":"doi:10.1080/10696679.2000.11501867","doi":"https://doi.org/10.1080/10696679.2000.11501867","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10696679.2000.11501867","pdf_url":null,"source":{"id":"https://openalex.org/S42468459","display_name":"The Journal of Marketing Theory and Practice","issn_l":"1069-6679","issn":["1069-6679","1944-7175"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Theory and Practice","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5090909873","display_name":"Eli Jones","orcid":"https://orcid.org/0000-0001-9273-9627","observed_orcids":["https://orcid.org/0000-0001-9273-9627"]},"institutions":[{"id":"https://openalex.org/I44461941","display_name":"University of Houston","ror":"https://ror.org/048sx0r50","country_code":"US","type":"education","lineage":["https://openalex.org/I44461941"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Eli Jones","raw_affiliation_strings":["University of Houston"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Houston","institution_ids":["https://openalex.org/I44461941"]}]},{"author_position":"middle","author":{"id":null,"display_name":"James A. Roberts","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I157394403","display_name":"Baylor University","ror":"https://ror.org/005781934","country_code":"US","type":"education","lineage":["https://openalex.org/I157394403"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"James A. Roberts","raw_affiliation_strings":["Baylor University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Baylor University","institution_ids":["https://openalex.org/I157394403"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5076630125","display_name":"Lawrence B. Chonko","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I157394403","display_name":"Baylor University","ror":"https://ror.org/005781934","country_code":"US","type":"education","lineage":["https://openalex.org/I157394403"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Lawrence B. Chonko","raw_affiliation_strings":["Baylor University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Baylor University","institution_ids":["https://openalex.org/I157394403"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":4.4235,"has_fulltext":false,"cited_by_count":47,"citation_normalized_percentile":{"value":0.9430575,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":"8","issue":"2","first_page":"37","last_page":"49"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T13149","display_name":"Organizational Change and Leadership","score":0.6772000193595886,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource 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"}},"topics":[{"id":"https://openalex.org/T13149","display_name":"Organizational Change and Leadership","score":0.6772000193595886,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource 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/T13449","display_name":"Organizational Management and Change","score":0.17810000479221344,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource 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/T10344","display_name":"Management and Organizational Studies","score":0.029999999329447746,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource 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"}}],"keywords":[{"id":"https://openalex.org/keywords/salesperson-motivation","display_name":"salesperson motivation","score":0.527999997138977},{"id":"https://openalex.org/keywords/learning-organization","display_name":"learning organization","score":0.7319999933242798},{"id":"https://openalex.org/keywords/organizational-change","display_name":"organizational change","score":0.7950000166893005},{"id":"https://openalex.org/keywords/competitive-intensity","display_name":"competitive intensity","score":0.703000009059906},{"id":"https://openalex.org/keywords/conceptual-framework","display_name":"conceptual framework","score":0.8899999856948853}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.678174614906311},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6415515542030334},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.6371432542800903},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6036664843559265},{"id":"https://openalex.org/C13606891","wikidata":"https://www.wikidata.org/wiki/Q2623243","display_name":"Conceptual model","level":2,"score":0.5342212319374084},{"id":"https://openalex.org/C14224292","wikidata":"https://www.wikidata.org/wiki/Q13600188","display_name":"Conceptual framework","level":2,"score":0.520167350769043},{"id":"https://openalex.org/C58546491","wikidata":"https://www.wikidata.org/wiki/Q1150207","display_name":"Competitive advantage","level":2,"score":0.46584877371788025},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.07261484861373901},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/10696679.2000.11501867","doi":"https://doi.org/10.1080/10696679.2000.11501867","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10696679.2000.11501867","pdf_url":null,"source":{"id":"https://openalex.org/S42468459","display_name":"The Journal of Marketing Theory and Practice","issn_l":"1069-6679","issn":["1069-6679","1944-7175"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Theory and Practice","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.48510000109672546,"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth"}],"sustainable_development_goals_aurora":[{"score":0.6399999856948853,"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":66,"referenced_works":["https://openalex.org/W627591290","https://openalex.org/W1054868033","https://openalex.org/W1486654422","https://openalex.org/W1500172604","https://openalex.org/W1511818846","https://openalex.org/W1533381402","https://openalex.org/W1535525623","https://openalex.org/W1548931286","https://openalex.org/W1582593768","https://openalex.org/W1592037250","https://openalex.org/W1594265580","https://openalex.org/W1948903932","https://openalex.org/W1965158498","https://openalex.org/W1970551484","https://openalex.org/W1971276186","https://openalex.org/W1981709842","https://openalex.org/W1995687919","https://openalex.org/W2000473361","https://openalex.org/W2001022279","https://openalex.org/W2001916972","https://openalex.org/W2005497495","https://openalex.org/W2006895556","https://openalex.org/W2009527024","https://openalex.org/W2010812063","https://openalex.org/W2017746437","https://openalex.org/W2020046399","https://openalex.org/W2022179688","https://openalex.org/W2047406664","https://openalex.org/W2068370738","https://openalex.org/W2069220903","https://openalex.org/W2071692078","https://openalex.org/W2073737521","https://openalex.org/W2076025404","https://openalex.org/W2077779266","https://openalex.org/W2078831416","https://openalex.org/W2083449279","https://openalex.org/W2089568859","https://openalex.org/W2090266480","https://openalex.org/W2097139268","https://openalex.org/W2101157755","https://openalex.org/W2103745209","https://openalex.org/W2112562395","https://openalex.org/W2116456350","https://openalex.org/W2126155986","https://openalex.org/W2133203400","https://openalex.org/W2137935482","https://openalex.org/W2138548316","https://openalex.org/W2147577207","https://openalex.org/W2163920761","https://openalex.org/W2324006955","https://openalex.org/W2333057539","https://openalex.org/W2499771510","https://openalex.org/W2500783923","https://openalex.org/W2597062148","https://openalex.org/W2736942778","https://openalex.org/W2798333534","https://openalex.org/W3016100468","https://openalex.org/W3040142741","https://openalex.org/W3122241580","https://openalex.org/W3124612129","https://openalex.org/W3140992888","https://openalex.org/W4230659750","https://openalex.org/W4243475036","https://openalex.org/W4248388162","https://openalex.org/W4285719527","https://openalex.org/W4297081765"],"related_works":["https://openalex.org/W2066543056","https://openalex.org/W2495080730","https://openalex.org/W2474041765","https://openalex.org/W793978521","https://openalex.org/W2044138880","https://openalex.org/W3123116535","https://openalex.org/W2744566502","https://openalex.org/W107182960","https://openalex.org/W1504730562","https://openalex.org/W2258596562"],"abstract_inverted_index":{"Competitive":[0],"intensity":[1],"in":[2,5,26,63,105],"the":[3,8,16,20,27,36,53,58,72,78],"marketplace":[4],"concert":[6],"with":[7],"behavioral,":[9],"technological":[10],"and":[11,49,86,98],"managerial":[12],"dynamics":[13],"have":[14],"impacted":[15],"entrepreneurial":[17,54],"role":[18],"of":[19,56,60,80],"salesperson":[21],"(Anderson":[22],"1996).":[23],"Such":[24],"changes":[25],"competitive":[28],"environment":[29],"can":[30,41],"place":[31],"so":[32],"many":[33],"demands":[34],"on":[35,77,89],"sales":[37,44,82,91],"force":[38,45,83],"that":[39],"it":[40],"render":[42],"a":[43,95],"obsolete":[46],"(cf.":[47],"Colletti":[48],"Chonko":[50],"1997).":[51],"Given":[52],"nature":[55],"salespeople,":[57],"problem":[59],"initiating":[61],"change":[62,84],"an":[64],"organization":[65],"is":[66],"particularly":[67],"acute.":[68],"The":[69],"authors":[70],"address":[71],"need":[73],"for":[74],"more":[75],"research":[76,99],"determinants":[79],"successful":[81],"management":[85],"their":[87],"impact":[88],"important":[90],"outcomes":[92],"by":[93],"presenting":[94],"conceptual":[96],"framework":[97],"propositions":[100],"concerning":[101],"salespeople":[102],"as":[103],"entrepreneurs":[104],"learning":[106],"organizations.":[107]},"counts_by_year":[{"year":2026,"cited_by_count":2},{"year":2024,"cited_by_count":4},{"year":2022,"cited_by_count":4},{"year":2020,"cited_by_count":3},{"year":2019,"cited_by_count":4},{"year":2018,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":3},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":2},{"year":2012,"cited_by_count":4}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}
