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The strategic role of the sales force: perceptions of senior sales executives · Study

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ArticleThe strategic role of the sales force: perceptions of senior sales executives

William L. Cron2014

OA

Articlebronze2014

The strategic role of the sales force: perceptions of senior sales executives

William L. Cron · Artur Baldauf · Thomas W. Leigh · Samuel Grossenbacher

58 citations·0/0 files stored·Journal of the Academy of Marketing Science

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Marketing and Advertising Strategies Employee Performance and Motivation Corporate Governance and Management

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References

1994Qualitative Data Analysis: An Expanded Sourcebook 1991Firm Resources and Sustained Competitive Advantage 2004Firm resources and sustained competitive advantage 1995The Theory of the Growth of the Firm 1992Knowledge of the Firm, Combinative Capabilities, and the Replication of Technology 2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS 1994The Capabilities of Market-Driven Organizations 1984Toward a Model of Organizations as Interpretation Systems

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2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators 2019When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity 2019The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets 2017The challenge of communicating reciprocal value promises: Buyer-seller value proposition disparity in professional services 2016The dual mechanism of sales capabilities in influencing organizational performance

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Details

Year2014

Typearticle

Published2014-02-21

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations58

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1007/s11747-014-0377-6

openalex_workW1997347571

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