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Converting service encounters into cross-selling opportunities
16 references·13 citing·39 second hop
Converting service encounters into cross-selling opportunities (2015)Converting service encounters into cross-…Structural Equation Modeling With AMOS (2013)Structural Equation Modeling …The Interplay Between Exploration and Exploitation (2006)The Interplay Between Explora…THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. (2004)THE ANTECEDENTS, CONSEQUENCES…In Search of Golden Rules: Comment on Hypothesis-Testing Approaches to Setting Cutoff Values for Fit Indexes and Dangers in Overgeneralizing Hu and Bentler's (1999) Findings (2004)In Search of Golden Rules: Co…Exploration vs. Exploitation: An Empirical Test of the Ambidexterity Hypothesis (2004)Exploration vs. Exploitation:…Toward a theory of spiritual leadership (2003)Toward a theory of spiritual …Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…Social Cognitive Theory: An Agentic Perspective (2001)Social Cognitive Theory: An A…Within-group agreement, non-independence, and reliability: Implications for data aggregation and analysis. (2000)Within-group agreement, non-i…Structural equation modeling with AMOS: basic concepts, applications, and programming (2000)Structural equation modeling …Proactive Behavior in Organizations (2000)Proactive Behavior in Organiz…Self-Efficacy: The Exercise of Control (1999)Self-Efficacy: The Exercise o…rwg: An assessment of within-group interrater agreement. (1993)rwg: An assessment of within-…Self-Efficacy: A Theoretical Analysis of Its Determinants and Malleability (1992)Self-Efficacy: A Theoretical …Exploration and Exploitation in Organizational Learning (1991)Exploration and Exploitation …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? 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References

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2,695 cited
  • 2003Toward a theory of spiritual leadership2,521 cited
  • 1993rwg: An assessment of within-group interrater agreement.2,221 cited
  • Cited by

    • 2020Individual ambidexterity in SMEs: Towards a typology aligning the concept, antecedents and outcomes70 cited
    • 2016Antecedents, consequences and moderators of ambidextrous behaviours among frontline employees48 cited
    • 2022Tourism employee ambidexterity: The roles of servant leadership, job crafting, and perspective taking46 cited
    • 2020Sales technology and salespeople’s ambidexterity: an ecosystem approach42 cited
    • 2021How and when frontline employees’ resilience drives service-sales ambidexterity: the role of cognitive flexibility and leadership humility41 cited
    • 2017Generating sales while providing service39 cited
    • 2017The interactive effects of goal orientation and leadership style on sales performance36 cited
    • 2018Achieving employee efficiency–flexibility ambidexterity31 cited
    • 2019Impact of Proactive Postsales Service and Cross-Selling Activities on Customer Churn and Service Calls30 cited
    • 2018Coworkership and Engaged Communicators30 cited
    • 2021Eight organizational enablers of digital service-sales ambidexterity in industrial firms18 cited
    • 2024Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system13 cited
    • 2022Enhancing IT industry employees’ service innovation performance: antecedents and outcomes of service innovation engagement12 cited