Sales · Empirical executive survey
Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors
Industrial Marketing Management · 2004
Summary
Identifies individual, organizational, and environmental factors executives associate with sales-force obsolescence.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Identifies individual, organizational, and environmental factors executives associate with sales-force obsolescence.
Research question
What the authors investigated
Which factors do executives perceive as driving sales-force obsolescence?
Design
Empirical executive survey
Sample and setting
Sales and marketing executives assessing sales-force obsolescence
Scope and transfer
Limitations to keep in view
Executive perceptions are not longitudinal evidence of actual obsolescence or performance.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/s0019-8501(03)00115-9 Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.