Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry

Chris Blockley; John  Wilkinson; Ingy Shafei

Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry

Chris Blockley, John Wilkinson, Ingy Shafei

Research output: Contribution to journal › Conference article › peer-review

Abstract

Consistent with developments elsewhere, retail concentration has occurred recently in the Australian liquor sector. There are now two dominant liquor retail chains in Australia. These exert their channel power to obtain favourable business terms from suppliers, including wine producers. The planned action research study will investigate the need for change within a sales force due to the emergence of dominant retail chains. The study also will identify change management challenges within a sales organisation and effective methods to counter those. Results will add to the body of knowledge and inform sales management practitioners about change management within competitive channel environments.

Original language	English
Pages (from-to)	38-46
Number of pages	9
Journal	Proceedings of the Annual Global Sales Science Institute Conference
Volume	2018
Publication status	Published - Jun 2018
Externally published	Yes
Event	12th Annual Global Sales Science Institute Conference - University of Applied Sciences of Management & Communication, Vienna, Austria Duration: 6 Jun 2018 → 9 Jun 2018 Conference number: 12th https://gssi.world/2018-vienna/ (Conference link)

Keywords

Wine industry
Retailing
Retail chains

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https://gssi.world/wp-content/uploads/2019/05/Proceedings-of-the-GSSI-Conference-2018-in-Vienna-ISSN-2510-733X.pdfLicence: In Copyright

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Blockley, C., Wilkinson, J., & Shafei, I. (2018). Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry. Proceedings of the Annual Global Sales Science Institute Conference, 2018, 38-46. https://gssi.world/wp-content/uploads/2019/05/Proceedings-of-the-GSSI-Conference-2018-in-Vienna-ISSN-2510-733X.pdf

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title = "Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry",

abstract = "Consistent with developments elsewhere, retail concentration has occurred recently in the Australian liquor sector. There are now two dominant liquor retail chains in Australia. These exert their channel power to obtain favourable business terms from suppliers, including wine producers. The planned action research study will investigate the need for change within a sales force due to the emergence of dominant retail chains. The study also will identify change management challenges within a sales organisation and effective methods to counter those. Results will add to the body of knowledge and inform sales management practitioners about change management within competitive channel environments.",

keywords = "Wine industry, Retailing, Retail chains",

author = "Chris Blockley and John Wilkinson and Ingy Shafei",

year = "2018",

month = jun,

language = "English",

volume = "2018",

pages = "38--46",

journal = "Proceedings of the Annual Global Sales Science Institute Conference",

issn = "2510-733X",

note = "12th Annual Global Sales Science Institute Conference, GSSI 2018 ; Conference date: 06-06-2018 Through 09-06-2018",

url = "https://gssi.world/2018-vienna/",

}

Blockley, C, Wilkinson, J & Shafei, I 2018, 'Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry', Proceedings of the Annual Global Sales Science Institute Conference, vol. 2018, pp. 38-46. <https://gssi.world/wp-content/uploads/2019/05/Proceedings-of-the-GSSI-Conference-2018-in-Vienna-ISSN-2510-733X.pdf>

TY - JOUR

T1 - Sales force change management in response to dominant retail chains

T2 - 12th Annual Global Sales Science Institute Conference

AU - Blockley, Chris

AU - Wilkinson, John

AU - Shafei, Ingy

N1 - Conference code: 12th

PY - 2018/6

Y1 - 2018/6

N2 - Consistent with developments elsewhere, retail concentration has occurred recently in the Australian liquor sector. There are now two dominant liquor retail chains in Australia. These exert their channel power to obtain favourable business terms from suppliers, including wine producers. The planned action research study will investigate the need for change within a sales force due to the emergence of dominant retail chains. The study also will identify change management challenges within a sales organisation and effective methods to counter those. Results will add to the body of knowledge and inform sales management practitioners about change management within competitive channel environments.

AB - Consistent with developments elsewhere, retail concentration has occurred recently in the Australian liquor sector. There are now two dominant liquor retail chains in Australia. These exert their channel power to obtain favourable business terms from suppliers, including wine producers. The planned action research study will investigate the need for change within a sales force due to the emergence of dominant retail chains. The study also will identify change management challenges within a sales organisation and effective methods to counter those. Results will add to the body of knowledge and inform sales management practitioners about change management within competitive channel environments.

KW - Wine industry

KW - Retailing

KW - Retail chains

M3 - Conference article

SN - 2510-733X

VL - 2018

SP - 38

EP - 46

JO - Proceedings of the Annual Global Sales Science Institute Conference

JF - Proceedings of the Annual Global Sales Science Institute Conference

Y2 - 6 June 2018 through 9 June 2018

ER -

Sales force change management in response to dominant retail chains: a planned Australian case study within the wine industry

Abstract

Keywords

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