Transforming sales organizations through Appreciative Inquiry

Steven J. Skinner, Scott W. Kelley

Research output: Contribution to journalReview articlepeer-review

17 Scopus citations

Abstract

The emergence of positive psychology has led to a change in the focus of researchers interested in psychological phenomena. Sales researchers, however, have been slow to adopt methods of positive psychology; few studies to date incorporate positive psychology constructs into the sales setting. One method of research consistent with positive psychology, called Appreciative Inquiry, has received a great deal of attention in recent years. Appreciative Inquiry is based on the assumption that positive individual and organizational change can be accomplished most effectively through a dialogue focusing on strengths and positive circumstances. This article is an initial attempt to examine the applicability of Appreciative Inquiry methods to the sales setting.

Original languageEnglish
Pages (from-to)77-93
Number of pages17
JournalPsychology and Marketing
Volume23
Issue number2
DOIs
StatePublished - Feb 2006

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

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