{"id":"https://openalex.org/W4401528560","doi":"https://doi.org/10.1080/08853134.2024.2380444","title":"Salesperson lifecycle management: Challenges and research priorities","display_name":"Salesperson lifecycle management: Challenges and research priorities","publication_year":2024,"publication_date":"2024-07-02","ids":{"openalex":"https://openalex.org/W4401528560","doi":"https://doi.org/10.1080/08853134.2024.2380444"},"language":"en","primary_location":{"id":"doi:10.1080/08853134.2024.2380444","doi":"https://doi.org/10.1080/08853134.2024.2380444","is_oa":false,"landing_page_url":"https://doi.org/10.1080/08853134.2024.2380444","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"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 Personal Selling & Sales Management","raw_type":"journal-article"},"volume":null,"type":"editorial","is_traditional":true,"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/A5011795214","display_name":"Sascha H. Alavi","orcid":"https://orcid.org/0000-0002-8262-0806","observed_orcids":["https://orcid.org/0000-0002-8262-0806"]},"institutions":[{"id":"https://openalex.org/I129877168","display_name":"Carl von Ossietzky Universit\u00e4t Oldenburg","ror":"https://ror.org/033n9gh91","country_code":"DE","type":"education","lineage":["https://openalex.org/I129877168"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Sascha Alavi","raw_affiliation_strings":["Carl von Ossietzky University of Oldenburg, Oldenburg, Germany"],"raw_orcid":"https://orcid.org/0000-0002-8262-0806","affiliations":[{"raw_affiliation_string":"Carl von Ossietzky University of Oldenburg, Oldenburg, Germany","institution_ids":["https://openalex.org/I129877168"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5035054127","display_name":"Johannes Habel","orcid":"https://orcid.org/0000-0003-1172-8024","observed_orcids":["https://orcid.org/0000-0003-1172-8024"]},"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":true,"raw_author_name":"Johannes Habel","raw_affiliation_strings":["C.T. Bauer College of Business, University of Houston, 4250 Martin Luther King Blvd, Houston, Texas, 77204-6021, USA"],"raw_orcid":"https://orcid.org/0000-0003-1172-8024","affiliations":[{"raw_affiliation_string":"C.T. Bauer College of Business, University of Houston, 4250 Martin Luther King Blvd, Houston, Texas, 77204-6021, USA","institution_ids":["https://openalex.org/I44461941"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5017663704","display_name":"Arnd Vomberg","orcid":"https://orcid.org/0000-0002-1045-7413","observed_orcids":["https://orcid.org/0000-0002-1045-7413"]},"institutions":[{"id":"https://openalex.org/I177802217","display_name":"University of Mannheim","ror":"https://ror.org/031bsb921","country_code":"DE","type":"education","lineage":["https://openalex.org/I177802217"]}],"countries":["DE"],"is_corresponding":false,"raw_author_name":"Arnd Vomberg","raw_affiliation_strings":["University of Mannheim, L 9, 7, Room 210, Mannheim, 68161, Germany"],"raw_orcid":"https://orcid.org/0000-0002-1045-7413","affiliations":[{"raw_affiliation_string":"University of Mannheim, L 9, 7, Room 210, Mannheim, 68161, Germany","institution_ids":["https://openalex.org/I177802217"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5035054127"],"corresponding_institution_ids":["https://openalex.org/I44461941"],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":15,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":"44","issue":"3","first_page":"209","last_page":"218"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12843","display_name":"Human Resource and Talent Management","score":0.961899995803833,"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/T12843","display_name":"Human Resource and Talent Management","score":0.961899995803833,"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/T12415","display_name":"Employer Branding and e-HRM","score":0.017799999564886093,"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/T11543","display_name":"Employee Performance and Motivation","score":0.007199999876320362,"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-retention","display_name":"salesperson retention","score":0.753000020980835},{"id":"https://openalex.org/keywords/salesperson-development","display_name":"salesperson development","score":0.8159999847412109},{"id":"https://openalex.org/keywords/war-for-talent","display_name":"war for talent","score":0.8840000033378601}],"concepts":[{"id":"https://openalex.org/C2779185108","wikidata":"https://www.wikidata.org/wiki/Q7091744","display_name":"Onboarding","level":2,"score":0.9437787532806396},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5747814774513245},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.5251050591468811},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.4394626021385193},{"id":"https://openalex.org/C2780966255","wikidata":"https://www.wikidata.org/wiki/Q5474306","display_name":"Foundation (evidence)","level":2,"score":0.4187937080860138},{"id":"https://openalex.org/C2779304628","wikidata":"https://www.wikidata.org/wiki/Q3503480","display_name":"Face (sociological concept)","level":2,"score":0.4120728373527527},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.40264278650283813},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3726617097854614},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.243637353181839},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.22798439860343933},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.15266364812850952},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.12837359309196472},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.08047124743461609},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"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/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/08853134.2024.2380444","doi":"https://doi.org/10.1080/08853134.2024.2380444","is_oa":false,"landing_page_url":"https://doi.org/10.1080/08853134.2024.2380444","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"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 Personal Selling & Sales Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth","score":0.48510000109672546}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":64,"referenced_works":["https://openalex.org/W1526188771","https://openalex.org/W1739766409","https://openalex.org/W1787414376","https://openalex.org/W1979154680","https://openalex.org/W2023346910","https://openalex.org/W2081540323","https://openalex.org/W2106738514","https://openalex.org/W2111954012","https://openalex.org/W2144579372","https://openalex.org/W2157846204","https://openalex.org/W2158980306","https://openalex.org/W2313629401","https://openalex.org/W2329892538","https://openalex.org/W2334649638","https://openalex.org/W2531587785","https://openalex.org/W2914907363","https://openalex.org/W2945800275","https://openalex.org/W2982389840","https://openalex.org/W2983425198","https://openalex.org/W3005778784","https://openalex.org/W3023197501","https://openalex.org/W3034484962","https://openalex.org/W3037544569","https://openalex.org/W3043139753","https://openalex.org/W3047740468","https://openalex.org/W3058112631","https://openalex.org/W3119705939","https://openalex.org/W3122497439","https://openalex.org/W3123076925","https://openalex.org/W3159218986","https://openalex.org/W3161347901","https://openalex.org/W3192565651","https://openalex.org/W3200528765","https://openalex.org/W4206814116","https://openalex.org/W4245903241","https://openalex.org/W4283719068","https://openalex.org/W4287577050","https://openalex.org/W4288426687","https://openalex.org/W4296129328","https://openalex.org/W4308020268","https://openalex.org/W4313298945","https://openalex.org/W4313364945","https://openalex.org/W4320485508","https://openalex.org/W4365816771","https://openalex.org/W4376136095","https://openalex.org/W4383499181","https://openalex.org/W4383604729","https://openalex.org/W4384927088","https://openalex.org/W4386067504","https://openalex.org/W4386197485","https://openalex.org/W4389439530","https://openalex.org/W4390770588","https://openalex.org/W4391324141","https://openalex.org/W4391492129","https://openalex.org/W4391993698","https://openalex.org/W4392168356","https://openalex.org/W4392701264","https://openalex.org/W4393934210","https://openalex.org/W4394874464","https://openalex.org/W4394874470","https://openalex.org/W4398784965","https://openalex.org/W4399499653","https://openalex.org/W4400272968","https://openalex.org/W4401021940"],"related_works":["https://openalex.org/W1094098307","https://openalex.org/W2790496228","https://openalex.org/W3035325395","https://openalex.org/W7213270073","https://openalex.org/W163103671","https://openalex.org/W2519056997","https://openalex.org/W2300247323","https://openalex.org/W2324548222","https://openalex.org/W2283417270","https://openalex.org/W2064105189"],"abstract_inverted_index":{"In":[0,71],"today\u2019s":[1],"\u201cwar":[2],"for":[3,86],"talent,\u201d":[4],"effectively":[5],"managing":[6],"the":[7,45,63,84,96,106,111,114],"salesperson":[8,54,90],"lifecycle":[9,55,91],"is":[10,27],"more":[11],"crucial":[12],"than":[13],"ever.":[14],"This":[15,39],"process,":[16],"which":[17],"encompasses":[18],"hiring,":[19,66],"onboarding,":[20,67],"managing,":[21,68],"developing,":[22],"retaining,":[23],"and":[24,69,79,110,127],"terminating":[25],"salespeople,":[26],"fraught":[28],"with":[29,102],"many":[30],"challenges":[31,78,107],"that":[32],"have":[33],"been":[34],"neglected":[35],"by":[36],"academic":[37],"research.":[38],"special":[40],"issue":[41],"helps":[42],"to":[43,62,125],"close":[44],"prevailing":[46],"research":[47,59,81,88,116,129],"gaps":[48],"through":[49],"six":[50],"high-quality":[51],"articles":[52,119],"about":[53],"management,":[56],"answering":[57],"important":[58],"questions":[60],"related":[61],"stages":[64],"of":[65,98,113,132],"retaining.":[70],"addition,":[72],"this":[73],"editorial":[74],"outlines":[75],"key":[76],"managerial":[77],"emerging":[80],"priorities,":[82],"laying":[83],"foundation":[85],"future":[87],"on":[89,122],"management.":[92],"It":[93],"also":[94],"presents":[95],"results":[97],"a":[99],"survey":[100],"conducted":[101],"sales":[103],"managers,":[104],"confirming":[105],"they":[108],"face":[109],"importance":[112],"proposed":[115],"priorities.":[117],"Future":[118],"can":[120],"draw":[121],"these":[123],"statistics":[124],"find":[126],"motivate":[128],"topics":[130],"worthy":[131],"investigation.":[133]},"counts_by_year":[{"year":2026,"cited_by_count":7},{"year":2025,"cited_by_count":7},{"year":2024,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2024-08-14T00:00:00"}