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Strategic intelligence activity: The management of the sales force as a source of strategic information
16 references·1 citing·42 second hop
Strategic intelligence activity: The management of the sales force as a source of strategic information (1981)Strategic intelligence activity: The mana…Environmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979)Environmental Uncertainty and…Special Boundary Roles in the Innovation Process (1977)Special Boundary Roles in the…Relations Among Perceived Environmental Uncertainty, Organization Structure, and Boundary-Spanning Behavior (1977)Relations Among Perceived Env…Organization Structure, Individual Attitudes and Innovation (1977)Organization Structure, Indiv…The Structure of "Unstructured" Decision Processes (1976)The Structure of "Unstructure…Managing Strategic Surprise by Response to Weak Signals (1975)Managing Strategic Surprise b…Multinational Scanning: A Study of the Information Sources Utilized by Headquarters Executives in Multinational Companies (1974)Multinational Scanning: A Stu…Mltiple Decision-making Structures in Adapting to Environmental Uncertainty: The Impact on Organizational Effectiveness (1973)Mltiple Decision-making Struc…Trust and Managerial Problem Solving (1972)Trust and Managerial Problem …Organizational Structure, Environment and Performance: The Role of Strategic Choice (1972)Organizational Structure, Env…Information Control as a Power Resource (1972)Information Control as a Powe…Characteristics of Organizational Environments and Perceived Environmental Uncertainty (1972)Characteristics of Organizati…Information Flow in Research and Development Laboratories (1969)Information Flow in Research …Upward Communication in Industrial Hierarchies (1962)Upward Communication in Indus…Formal Organizations (1962)Formal OrganizationsEnvironment as an Influence on Managerial Autonomy (1958)Environment as an Influence o…The catbird seat of the sales force: How sales force integration leads to new product success (2016)The catbird seat of the sales…Insight. A Study of human understanding (1958)A Strategy of Decision. (1964)The Nature of Managerial Work (1974)Organizational Information Requirements, Media Richness and Structural Design (1986)DISTINGUISHING THE EFFECTS OF FUNCTIONAL AND DYSFUNCTIONAL CONFLICT ON STRATEGIC DECISION MAKING: RESOLVING A PARADOX FOR TOP MANAGEMENT TEAMS. (1996)THE DYNAMIC NATURE OF CONFLICT: A LONGITUDINAL STUDY OF INTRAGROUP CONFLICT AND GROUP PERFORMANCE. (2001)Designing Complex Organizations (1973)The Social Psychology of Organizations. (1979)Knowledge Flows and the Structure of Control Within Multinational Corporations (1991)Demography and Design: Predictors of New Product Team Performance (1992)The Management of Innovation (1994)Coordinating Expertise in Software Development Teams (2000)The People's Choice (1945)The acquaintance process. (1961)THE GENDER OF SOCIAL CAPITAL (1998)The Emergence of Boundary Spanning Competence in Practice: Implications for Implementation and Use of Information Systems1 (2005)Climate for Creativity: A Quantitative Review (2007)The Causal Texture of Organizational Environments (1965)Organization and Environment: Managing Differentiation and Integration. (1968)Reconceptualizing the Determinants of Risk Behavior (1992)Games and Decisions (2015)Organizational Response to Adversity: Fusing Crisis Management and Resilience Research Streams (2017)A Behavioral Theory of the Firm (1964)Work and motivation (1964)Information Systems Innovation Among Organizations (1994)Managing Creative People: Strategies and Tactics for Innovation (2000)Social innovation: Moving the field forward. A conceptual framework (2013)Organization and environment (1967)The social psychology of organizing (1969)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)TOWARDS AN ATTENTION-BASED VIEW OF THE FIRM (1997)Using Technology and Constituting Structures: A Practice Lens for Studying Technology in Organizations (2000)Trust as a Social Reality (1985)Initial Trust Formation in New Organizational Relationships (1998)Knowledge sharing: A review and directions for future research (2009)The Stakeholder Theory of the Corporation: Concepts, Evidence, and Implications (1995)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (2006)Chief executive scanning, environmental characteristics, and company performance: An empirical study (1988)How dynamic can organizational capabilities be? Towards a dual‐process model of capability dynamization (2007)An Introduction to Varieties of Capitalism (2001)Varieties of Capitalism (2001)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)
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References

  • 1972Organizational Structure, Environment and Performance: The Role of Strategic Choice4,786 cited
  • 1976The Structure of "Unstructured" Decision Processes3,759 cited
  • 1972Characteristics of Organizational Environments and Perceived Environmental Uncertainty3,662 cited
  • 1972Trust and Managerial Problem Solving2,142 cited
  • 1977Special Boundary Roles in the Innovation Process1,478 cited
  • 1975Managing Strategic Surprise by Response to Weak Signals1,218 cited
  • 1962Formal Organizations1,111 cited
  • 1958Environment as an Influence on Managerial Autonomy978 cited
  • 1977Organization Structure, Individual Attitudes and Innovation762 cited
  • 1969Information Flow in Research and Development Laboratories653 cited
  • 1972Information Control as a Power Resource344 cited
  • 1962Upward Communication in Industrial Hierarchies291 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1974Multinational Scanning: A Study of the Information Sources Utilized by Headquarters Executives in Multinational Companies264 cited
  • 1977Relations Among Perceived Environmental Uncertainty, Organization Structure, and Boundary-Spanning Behavior

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221 cited
  • 1973Mltiple Decision-making Structures in Adapting to Environmental Uncertainty: The Impact on Organizational Effectiveness210 cited
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    • 2016The catbird seat of the sales force: How sales force integration leads to new product success34 cited