Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers.
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Discipline/sAdministración y Dirección de Empresas
Implicit Leadership Theory
The purchase of complex products and services is increasingly taking place in multidisciplinary purchasing teams. These purchasing teams are also referred to as buying centers. This increasing presence of buying centers on the customer side is also generating the reaction on the supplier side that more and more selling centers are being formed. Like buying centers, selling centers are multidisciplinary teams made up of participants from different functional areas. In some cases, the respective goals of these functional areas can have conflicts of interest that prevent a successful conclusion of a sales project. Furthermore, it is also noticeable that selling center participants can come not only from different functional areas, but also from different levels of the company hierarchy. These framework conditions pose particular challenges for the management of selling centers. A characteristic of selling centers is that the responsible sales employee, who assumes an informal project man...