Matthews, R. S., Chalmers, D. M. and Fraser, S. S. (2018) The intersection of entrepreneurship and selling: an interdisciplinary review, framework, and future research agenda. Journal of Business Venturing, 33(6), pp. 691-719. (doi: 10.1016/j.jbusvent.2018.04.008)
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Abstract
Selling is integral to entrepreneurship, yet it has rarely been a focal topic of analysis for entrepreneurship scholars. To address this, we undertake a broad-ranging systematic literature review of research that in some way explores selling within entrepreneurial contexts. We inductively develop a framework that orders extant research into selling antecedents, activities, contexts, and outcomes. Then, drawing on these entrepreneurship-selling intersections, we suggest opportunity theory can be extended by integrating critical insights from selling literatures. In particular, we address ego-centric views of entrepreneurship which prioritize entrepreneurial agency, and advocate for the incorporation of customer agency into synchronized processes of opportunity identification, refinement, and exploitation. The article concludes that a promising avenue for future theory development resides in the study of situated sales interactions, which can serve as an empirical vista to the underexplored entrepreneur-customer nexus.
| Item Type: | Articles |
|---|---|
| Status: | Published |
| Refereed: | Yes |
| Glasgow Author(s) Enlighten ID: | Chalmers, Professor Dominic |
| Authors: | Matthews, R. S., Chalmers, D. M., and Fraser, S. S. |
| College/School: | College of Social Sciences > Adam Smith Business School > Management |
| Journal Name: | Journal of Business Venturing |
| Publisher: | Elsevier |
| ISSN: | 0883-9026 |
| ISSN (Online): | 1873-2003 |
| Published Online: | 01 May 2018 |
| Copyright Holders: | Copyright © 2018 Elsevier Inc. |
| First Published: | First published in Journal of Business Venturing 33(6): 691-719 |
| Publisher Policy: | Reproduced in accordance with the publisher copyright policy |
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