Incentivizing sales teams to support categorically different service portfolio extensions: a qualitative study of financial value-added services at logistics service providers
Journal
LRN 2018 conference proceedings of the 23rd annual conference of the Chartered Institute of Logistics and Transport: Managing logistics business and policy for integrated sustainable logistics operations
ISSN
978-9-904564-54-6
Type
conference paper
Date Issued
2018-09-06
Author(s)
Abstract
Regarding financial value-added services (FVAS) there are many ways how logistic service providers (LSPs) can add value to their clients through externally completing business processes. However, LSPs that are mainly familiar with selling logistics services might encounter challenges – in particular its sales team – when offering FVAS. These services require a fundamentally different set of competencies that effect the required qualification and motivation of sales teams. Against this background, the paper at hand explores how sales teams of LSPs can be incentivized to support categorically different service portfolio extensions in form of FVAS.
Funding(s)
Language
English
HSG Classification
contribution to scientific community
HSG Profile Area
SoM - Business Innovation
Refereed
Yes
Publisher place
Plymouth
Event Title
Conference proceedings of the 23rd annual conference of the Chartered Institute of Logistics and Transport (Logistics Research Network): Managing logistics business and policy for integrated sustainable logistics operations
Event Location
Plymouth, United Kingdom
Event Date
September 5-7, 2018
Subject(s)
Division(s)
Eprints ID
254908