Research on a role of sales management in a value network

• Project/Area Number: 20530398
• Research Category: Grant-in-Aid for Scientific Research (C)
• Allocation Type: Single-year Grants
• Section: 一般
• Research Field: Commerce
• Research Institution: Hiroshima University of Economics
• Principal Investigator: HOSOI Kenichi 広島経済大学, 経済学部, 教授 (30279054)
• Project Period (FY): 2007 – 2011
• Project Status: Completed (Fiscal Year 2011)
• Budget Amount: ¥4,160,000 (Direct Cost: ¥3,200,000、Indirect Cost: ¥960,000); Fiscal Year 2011: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000); Fiscal Year 2010: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000); Fiscal Year 2009: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000); Fiscal Year 2008: ¥1,430,000 (Direct Cost: ¥1,100,000、Indirect Cost: ¥330,000)
• Keywords: マーケティング / ネットワーク / 営業活動 / イノベーション / バリューネットワーク / 認知構造 / マーケテング / 食文化 / バリュー・ネットワーク

Research Abstract

It has been said for years that salespersons are boundary spanners. Salespersons 'important task is to connect people and organizations in the way they ought to be connected. However, research on the networking behavior of salespersons is lacking. In this research the con cept of network bias. salespersons' cognition skewed by their value network-of salespersons are presented.

Research Products

• [Presentation] How salesperson bridged over the structural hole (2011)
  • Author(s): Hosoi, Kenicihi, Hara, Yoritoshi, Takemura, Masaaki
  • Organizer: 5th Annual Global Sales Science Institute Conference
  • Place of Presentation: SDA Bocconi(Milan, Italy)
  • Year and Date: 2011-06-24
• [Presentation] How salesperson bridged over the structural hole (2011)
  • Author(s): Hosoi, Kenicihi/Hara, Yoritoshi/Takemura, Masaaki/
  • Organizer: 5th Annual Global Sales Science Institute Conference
  • Place of Presentation: SDA Bocconi (Milan, Italy)
  • Year and Date: 2011-06-24
• [Presentation] 企業間ネットワークと営業活動 (2010)
  • Author(s): 細井謙一
  • Organizer: 日本商業学会関西部会
  • Place of Presentation: 大阪市立大学文化交流センター(大阪,日本)
  • Year and Date: 2010-11-19
• [Presentation] 企業間ネットワークと営業活動 (2010)
  • Author(s): 細井謙一
  • Organizer: 日本商業学会関西部会2010年11月例会
  • Place of Presentation: 大阪、日本
  • Year and Date: 2010-11-19
• [Presentation] Japanese Sales : Not just about sal es but also about conducting business (2010)
  • Author(s): Hosoi, Kenicihi, Hara, Yoritoshi, Takemura, Masaaki
  • Place of Presentation: Poznan University of Economics(Poznan, Poland)
  • Year and Date: 2010-06-17
• [Presentation] Japanese Sales : Not just about sales but also about conducting business (2010)
  • Author(s): Kenichi Hosoi, Yoritoshi Hara, Masaaki Takemura
  • Organizer: 4th Annual Global Sales Science Institute Conference
  • Place of Presentation: Poznan, Poland
  • Year and Date: 2010-06-17
• [Presentation] A Case Study on the Next Strategy of Japanese Company in CEE (2009)
  • Author(s): Hara, Yoritoshi, Takemura, Masaaki, Hosoi, Kenichi
  • Organizer: The 17th Annual Conference on Marketing a nd Business Strategies for Central and Eastern Europe
  • Place of Presentation: Vienna University of Economics(Vienna, Austria)
  • Year and Date: 2009-12-03
• [Presentation] A Case Study on the Next Strategy of Japanese Company in CEE (2009)
  • Author(s): Yoritoshi Hara, Masaaki Takemura, Kenichi Hosoi
  • Organizer: The 17th Annual Conference on Marketing and Business Strategies for Central and Eastern Europe
  • Place of Presentation: Vienna, Austria
  • Year and Date: 2009-12-03
• [Presentation] A Case Study on the Next Strategy of Japanese Company in CEE (2009)
  • Author(s): Hara, Yoritoshi, Takemura, Masaaki, Hosoi, Kenichi
  • Organizer: The 17^<th> Annual Conference on Marketing and Business Strategies for Central and Eastern Europe
  • Place of Presentation: Vienna, Austria
  • Year and Date: 2009-12-03
• [Presentation] Why service commercialization fails : Hidden barriers against open market (2009)
  • Author(s): Masaaki Takemura, Yi-jen Wang, Kenichi Hosoi
  • Organizer: 4th International Conference on Business Market Management
  • Place of Presentation: Copenhagen Business School, Denmark
  • Year and Date: 2009-05-20
• [Presentation] Why service commercialization fails : Hidden barriers against open market (2009)
  • Author(s): Takemura, Masaaki, Wang, Yi-jen, Hosoi Kenichi
  • Organizer: 4th Inte rnational Conference on Business Market Management
  • Place of Presentation: Copenhagen Business School(Copenhagen, Denmark)
  • Year and Date: 2009-03-20
• [Presentation] Ambiguous problem solving in product development process : Japanese practices (2008)
  • Author(s): Takemura, Masaaki, Hara, Yoritoshi, Wang, Yi-jen, Hosoi Kenichi
  • Organizer: The 24th IMP Conference
  • Place of Presentation: Uppsala University(Uppsala, Sweden)
  • Year and Date: 2008-09-06
• [Presentation] Ambiguous problem solving in product development process: Japanese practices (2008)
  • Author(s): Masaaki Takemura, Yoritoshi Hara, Yi-jen Wang, Kenichi Hosoi
  • Organizer: The 24th IMP Conference, Uppsala University
  • Place of Presentation: Uppsala, Sweden
  • Year and Date: 2008-09-06
• [Presentation] Ambiguous problem solving in product development process : Japanese practces (2008)
  • Author(s): Masaaki Takemura, Yoritoshi Hara, Yi-jen Wang, Kenichi Hosoi
  • Organizer: The 24th IMP Conference
  • Place of Presentation: Uppsara Unversity, Sweden
  • Year and Date: 2008-09-06