Biblioteca Digital de VanguardiaPositioning Strategies: A Review of the Role of Commercial Teams
The current competitive landscape in organizations, characterized by highly demanding consumers with respect to products and services that meet their needs, has generated challenges and challenges increasingly changing and dynamic, leading organizations to strengthen their commercial teams, adapting...
| Autor principal: | |
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| Formato: | Revistas |
| Lenguaje: | Español |
| Publicado: |
EFIM Ediciones
2022
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| Acceso en línea: | http://www.revistaanfibios.org/ojs/index.php/afb/article/view/102 |
| _version_ | 1782333972905197568 |
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| author | Prieto-Flórez, Javier |
| author_facet | Prieto-Flórez, Javier |
| author_sort | Prieto-Flórez, Javier |
| collection | Revista |
| description | The current competitive landscape in organizations, characterized by highly demanding consumers with respect to products and services that meet their needs, has generated challenges and challenges increasingly changing and dynamic, leading organizations to strengthen their commercial teams, adapting to these new demands, however, in many cases these organizations do not have a broad overview of the strategies that allow them to meet the changing needs of their consumers in a timely manner. It is for this reason that a systematic review of the literature is proposed to elucidate some strategies that influence the positioning of organizations. In that order of ideas, the present proposal analyzes 33 scientific articles published from 2016 to March 2022 that have as their central theme strategies for commercial teams in organizations and their relationship with organizational performance. Key findings suggest that having a body of theory and practice backed by empirical evidence can help organizations address current constraints and challenges, thereby increasing market positioning. The findings propose an added value to be incorporated into strategies suggesting future lines of research, addressing empirical analysis. |
| format | Revistas |
| id | anfibios-article-102 |
| institution | Revista científica Anfibios |
| language | Español |
| publishDate | 2022 |
| publisher | EFIM Ediciones |
| record_format | ojs |
| spelling | anfibios-article-1022023-01-16T03:13:28Z Positioning Strategies: A Review of the Role of Commercial Teams Estrategias para el Posicionamiento: una Revisión del Rol de los Equipos Comerciales Prieto-Flórez, Javier The current competitive landscape in organizations, characterized by highly demanding consumers with respect to products and services that meet their needs, has generated challenges and challenges increasingly changing and dynamic, leading organizations to strengthen their commercial teams, adapting to these new demands, however, in many cases these organizations do not have a broad overview of the strategies that allow them to meet the changing needs of their consumers in a timely manner. It is for this reason that a systematic review of the literature is proposed to elucidate some strategies that influence the positioning of organizations. In that order of ideas, the present proposal analyzes 33 scientific articles published from 2016 to March 2022 that have as their central theme strategies for commercial teams in organizations and their relationship with organizational performance. Key findings suggest that having a body of theory and practice backed by empirical evidence can help organizations address current constraints and challenges, thereby increasing market positioning. The findings propose an added value to be incorporated into strategies suggesting future lines of research, addressing empirical analysis. El panorama competitivo actual en las organizaciones, caracterizado por presentar consumidores altamente exigentes respecto a productos y servicios que atiendan sus necesidades, ha generado retos y desafíos cada vez más cambiantes y dinámicos, llevando a las organizaciones a fortalecer sus equipos comerciales, adaptándose a estas nuevas exigencias, sin embargo, en muchos casos estas organizaciones no tienen un panorama amplio respecto a cuales son las estrategias que les permitan atender oportunamente las cambiantes necesidades de sus consumidores. Es por lo anterior que se propone una revisión sistemática de la literatura que permita dilucidar algunas estrategias que incidan en el posicionamiento de las organizaciones. En ese orden de ideas, la presente propuesta analiza 33 artículos científicos publicados desde el año 2016 hasta marzo de 2022 que tienen como temática central estrategias para equipos comerciales de las organizaciones y su relación con el desempeño organizacional. Los hallazgos clave sugieren que tener un cuerpo de teoría y práctica respaldado por evidencia empírica puede ayudar a las organizaciones a enfrentar las limitaciones y los desafíos actuales, aumentando así el posicionamiento en el mercado. Los hallazgos proponen un valor agregado para ser incorporados a las estrategias sugiriendo futuras líneas de investigación, abordando análisis empíricos. EFIM Ediciones 2022-10-01 info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Artículo revisado por pares application/pdf http://www.revistaanfibios.org/ojs/index.php/afb/article/view/102 10.37979/afb.2022v5n1.102 Anfibios; Vol 5 No 1 (2022): January - June 2022; 45-52 Anfibios; v. 5 n. 1 (2022): Enero - Junio 2022; 45-52 Revista científica anfibios; Vol. 5 Núm. 1 (2022): Enero - Junio 2022; 45-52 2711-0532 2665-1513 spa http://www.revistaanfibios.org/ojs/index.php/afb/article/view/102/138 |
| spellingShingle | Prieto-Flórez, Javier Positioning Strategies: A Review of the Role of Commercial Teams |
| title | Positioning Strategies: A Review of the Role of Commercial Teams |
| title_full | Positioning Strategies: A Review of the Role of Commercial Teams |
| title_fullStr | Positioning Strategies: A Review of the Role of Commercial Teams |
| title_full_unstemmed | Positioning Strategies: A Review of the Role of Commercial Teams |
| title_short | Positioning Strategies: A Review of the Role of Commercial Teams |
| title_sort | positioning strategies: a review of the role of commercial teams |
| url | http://www.revistaanfibios.org/ojs/index.php/afb/article/view/102 |