CTF seminar “Salespeople as drivers of servitization – a social capital perspective”

Eva Lexutt, Substitute Professor from FernUniversität in Hagen will hold a seminar.

Title: “Salespeople as drivers of servitization – a social capital perspective”

Short description: 

I will present a work in progress about the role of salespeople for servitization. The purpose of the study is to examine how salespeople drive service sales, by employing their networking skills to build customer relationships, throughout different phases of the servitization process. Data were collected in an online survey of salespeople involved in servitization, in Germany in September 2024. First results indicate that a salesperson’s internal and external networking skills positively affect the buyer-seller relationship. The quality of buyer-seller relationship, in turn, positively affects sales performance. These effects are influenced by the phase in the servitization process. This study contributes to our understanding of the microfoundations of servitization success, by demonstrating the importance of salespeople’s social capital.

Please note that this seminar is internal

For more information please contact charlotta.andersson@kau.se