Listening to Unheard Voices: Exploring Salespeople’s Perspective on The Value of Corporate Heritage

Journal article


Al-Amad, A., Ali, S. and Haddad, H 2023. Listening to Unheard Voices: Exploring Salespeople’s Perspective on The Value of Corporate Heritage. Qualitative Market Research: an International Journal. pp. 1-44. https://doi.org/10.1108/QMR-03-2023-0036
AuthorsAl-Amad, A., Ali, S. and Haddad, H
Abstract

Purpose
This study aims to examine salespeople’s perspectives on the value of corporate heritage to relationship selling and the issue of trust in personal selling situations in the context of emerging markets.

Design/methodology/approach
An interpretive approach was adopted, and 16 semi-structured interviews were conducted with senior salespeople in heritage institutions operating in Jordan.

Findings
This study reveals that corporate heritage is a valuable organizational resource for relationship selling. Reflecting the values of “trust” and “affinity,” corporate heritage confers trust to salespeople and their products in personal selling situations. Sales managers are advised to use corporate heritage to strengthen sales activities and empower salespeople.

Originality/value
While previous research has explained the significance of corporate heritage to relationship marketing, the significance of corporate heritage to relationship selling and the issue of trust in personal selling situations remain unexplored. Jordan represents a context that has been largely neglected despite being typical of the corporate heritage phenomenon.

KeywordsCorporate heritage; Personal selling; Salespeople; Relationship selling; Emerging markets; Jordan
Year2023
JournalQualitative Market Research: an International Journal
Journal citationpp. 1-44
PublisherEmerald Publishing
ISSN1352-2752
Digital Object Identifier (DOI)https://doi.org/10.1108/QMR-03-2023-0036
Web address (URL)https://www.emerald.com/insight/content/doi/10.1108/QMR-03-2023-0036/full/html
Accepted author manuscript
License
File Access Level
Open
Publisher's version
File Access Level
Restricted
Output statusPublished
Publication dates
Online01 Dec 2023
Publication process dates
Accepted2023
Deposited04 Dec 2023
Permalink -

https://repository.derby.ac.uk/item/q30q8/listening-to-unheard-voices-exploring-salespeople-s-perspective-on-the-value-of-corporate-heritage

Download files


Accepted author manuscript
  • 49
    total views
  • 47
    total downloads
  • 0
    views this month
  • 0
    downloads this month

Export as

Related outputs

Unlocking Opportunities: How Women Navigate Informal Networks in Saudi Arabia's Evolving Workplace
Ali, S., AlQahtani, M. and Mrabet, M. 2024. Unlocking Opportunities: How Women Navigate Informal Networks in Saudi Arabia's Evolving Workplace. Thunderbird International Business Review. pp. 1-12. https://doi.org/10.1002/tie.22417
Emic and Etic Perspectives on HR Practice for Managing Human Resource Issues Affected by the Prevalence of Informal Networks in Arab Countries
Ali, S., Weir, D, AlQahtani, M. S and Mrabet, M 2024. Emic and Etic Perspectives on HR Practice for Managing Human Resource Issues Affected by the Prevalence of Informal Networks in Arab Countries. Administrative Sciences. 14 (10), pp. 1-13. https://doi.org/10.3390/admsci14100236
How women navigate the use of social networks in the new Saudi workplace
Ali, S., Alqahtani, M. and Mrabet, M. 2024. How women navigate the use of social networks in the new Saudi workplace. The British Academy of Management (BAM) Conference. Newcastle 06 - 08 Sep 2016 British Academy of Management (BAM).
Can leaders use informal networks ethically in networked societies? A qualitative investigation in the Lebanese industrial sector
Helal, R, Ali, S. and Shamieh, s 2024. Can leaders use informal networks ethically in networked societies? A qualitative investigation in the Lebanese industrial sector. 40th EGOS Colloquium, Milan 2024 Crossroads for Organizations: Time, Space, and People.
The Effect of Job Rotation on Employee Performance: The mediating role of HR strategy and training in the petrochemical industry
Alizadeh Majd, A, Bell, R, Ali, S., Davoodi, A. and Nasirifar, A. 2024. The Effect of Job Rotation on Employee Performance: The mediating role of HR strategy and training in the petrochemical industry. Industrial and Commercial Training. pp. 1-28. https://doi.org/10.1108/ICT-10-2023-0074
Social Network Theory
Weir, D and Ali, S. 2024. Social Network Theory . in: Hutchings, K, Michailova, S and Wilkinson, A (ed.) A Guide to Key Theories for Human Resource Management Research Cheltenham and Camberley Edward Elgar Publishing. pp. 280-287
Developing interculturally competent graduates: meeting employer needs in Europe.
Prouska, R, Ali, S., Tungtakanpoung, M, Moser, K and Bell, R 2023. Developing interculturally competent graduates: meeting employer needs in Europe. 83rd Annual Meeting of the Academy of Management. Academy of Management. https://doi.org/10.5465/AMPROC.2023.13184abstract
Embracing diversity at work through developing employees in intercultural competencies
Prouska, R., Ali, S., Tungtakanpoung, M., Moser, K. and Bell, R 2023. Embracing diversity at work through developing employees in intercultural competencies. the European Academy of Management (EURAM). Dublin 14 - 16 Jun 2023
The Malice of Maladaptation: Is Teleworking Enabling Behavioural Addiction?
Bingham, S., Ali, S. and Best, D. 2023. The Malice of Maladaptation: Is Teleworking Enabling Behavioural Addiction? The 5th International Conference on Organization and Management (ICOM 2023). Abu Dhabi University.
Questioning the Appropriateness of Examining Guanxi in a Wasta Environment: Why Context Should be Front and Center in Informal Network Research. A Commentary on “De-Linking From Western Epistemologies: Using Guanxi-Type Relationships to Attract and Retain Hotel Guests in the Middle East
Horak, S., Abosag, I, Hutchings, K, Ali, S., Alsarhan, F, Al-Twal, A, ALHussan, FB, AL-Husan, FB and Weir, D 2023. Questioning the Appropriateness of Examining Guanxi in a Wasta Environment: Why Context Should be Front and Center in Informal Network Research. A Commentary on “De-Linking From Western Epistemologies: Using Guanxi-Type Relationships to Attract and Retain Hotel Guests in the Middle East. Management and Organization Review. pp. 1-6. https://doi.org/10.1017/mor.2023.26
The phenomenon of why Human Resource Directors do not progress to be Chief Executive Officers in the FTSE350
Jones, G., Lee, A. and Ali, S. 2023. The phenomenon of why Human Resource Directors do not progress to be Chief Executive Officers in the FTSE350. The British Academy of Management (BAM) Conference. Newcastle 06 - 08 Sep 2016
Navigating wasta in business practices in Lebanon
Helal, R, Ali, S., Strecker, S and Weir, D 2023. Navigating wasta in business practices in Lebanon. Thunderbird International Business Review. pp. 1-10. https://doi.org/10.1002/tie.22352
The interplay of wasta and formal institutions in Lebanon
Helal, R, Ali, S. and Weir, D 2022. The interplay of wasta and formal institutions in Lebanon. European International Business Academy (EIBA). BI Business School, Oslo
Cross-cultural Competencies and Skills Development Training Manual
Ali, S., Bell, R., Bektaş, O, Godts, I, Halila, F, Moser, K, Mulier, L, Pillalamarri, K, Prouska, R, Saraç, M and Tungtakanpoung, M 2022. Cross-cultural Competencies and Skills Development Training Manual. European Commission.
The Intercultural Skills Development Case Studies
Saraç, M, Bektaş, O, Inge, G, Mulier, L, Moser, K, Prouska, R, Tungtakanpoung, M, Ali, S. and Bell, R. 2022. The Intercultural Skills Development Case Studies. European Commission.
Wasta as an Example of Informal Social Networks in Emerging Markets: Research Status and Suggestions for Future Directions
Weir, D and Ali, S. 2022. Wasta as an Example of Informal Social Networks in Emerging Markets: Research Status and Suggestions for Future Directions . in: Horak, S (ed.) Informal Networks in International Business Bingley, UK Emerald Publishing Limited. pp. 231-340
The intercultural skills graduates and businesses in Europe need today
Halila, Fawzi, Pillalamarri, Kalyani, Bell, Robin, Ali, Sa'ad, Moser, Karin, Brand, Milou, Clarke, Isabel, Godts, Inge, Mulier, Lieve, Prouska, Rea, Tungtakanpoung, May, Saraç, Mehlika and Bektaş, Olcay 2020. The intercultural skills graduates and businesses in Europe need today. European Commission.
Impact of gender on use of wasta among human resources management practitioners
Alsarhan, Fadi, Ali, Sa'ad, Weir, David and Valax, Marc 2020. Impact of gender on use of wasta among human resources management practitioners. Thunderbird International Business Review. https://doi.org/10.1002/tie.22186
Link between Islamic business and Wasta
Ali, Sa'ad 2020. Link between Islamic business and Wasta. in: Winterwork.
Wasta: advancing a holistic model to bridge the micro-macro divide in network studies
Weir, David and Ali, Sa'ad 2020. Wasta: advancing a holistic model to bridge the micro-macro divide in network studies.
Ethical leadership in the cultural context of Oman
AL Hinai, Musab, Andrews, Scott and Ali, Sa'ad 2020. Ethical leadership in the cultural context of Oman.
Informal networks in employee selection- A case of the Jordanian banking sector
Ali, Sa'ad, Raiden, Ani and Kirk, Susan 2017. Informal networks in employee selection- A case of the Jordanian banking sector.
Exploring informal weak tie bonded social networks through a multi-level theoretical lens
Weir, David and Ali, Sa'ad 2020. Exploring informal weak tie bonded social networks through a multi-level theoretical lens.
Wasta: Advancing a holistic model to bridge the micro-macro divide
Ali, Sa'ad and Weir, David 2020. Wasta: Advancing a holistic model to bridge the micro-macro divide. Management and Organization Review. https://doi.org/10.1017/mor.2020.27
Social capital in Jordan: wasta in employment selection
Sa'ad, Ali, Raiden, A and Kirk, S 2015. Social capital in Jordan: wasta in employment selection.
Use of social networks by women in the Jordanian banking sector for career development
Ali, Sa'ad, Ross, Catharine and Risheg, Layla 2019. Use of social networks by women in the Jordanian banking sector for career development.
Using social capital to secure employment – wasta in the Jordanian banking sector
Ali, Sa'ad, Kirk, S and Riaden, A 2017. Using social capital to secure employment – wasta in the Jordanian banking sector.
Wasta: towards an integrated approach
Ali, Sa'ad and Weir, David 2019. Wasta: towards an integrated approach.
Developing and delivering L&D solutions for international markets
Ali, Sa'ad and Loon, M 2016. Developing and delivering L&D solutions for international markets. in: Kogan Page.
Wasta in Jordanian banking: An emic approach to a culture-specific concept of social networking and its power-implications
Ali, Sa'ad and Weir, David 2019. Wasta in Jordanian banking: An emic approach to a culture-specific concept of social networking and its power-implications. in: Routledge.