Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

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

16 references·14 citing·31 second hop

FromToDepth

this work references cited by second hop

References

1994Qualitative Data Analysis: An Expanded Sourcebook48,401 cited
1991Firm Resources and Sustained Competitive Advantage48,209 cited
2004Firm resources and sustained competitive advantage38,157 cited
1995The Theory of the Growth of the Firm13,774 cited
1992Knowledge of the Firm, Combinative Capabilities, and the Replication of Technology12,936 cited
2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS8,573 cited
1994The Capabilities of Market-Driven Organizations6,532 cited
1984Toward a Model of Organizations as Interpretation Systems5,019 cited
2001Is the Resource-Based "View" a Useful Perspective for Strategic Management Research?4,459 cited
2007Managing Firm Resources in Dynamic Environments to Create Value: Looking Inside the Black Box3,694 cited
1998Contemporary Strategy Analysis2,860 cited
1995Managerial and Organizational Cognition: Notes from a Trip Down Memory Lane2,228 cited
2006Empirical research on the resource‐based view of the firm: an assessment and suggestions for future research2,056 cited
1982A Means-End Chain Model Based on Consumer Categorization Processes1,985 cited
2003The psychology of personal constructs

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

1,981 cited

2004Benchmarking Marketing Capabilities for Sustainable Competitive Advantage1,626 cited

Cited by

2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators77 cited
2019When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity64 cited
2019The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets50 cited
2017The challenge of communicating reciprocal value promises: Buyer-seller value proposition disparity in professional services49 cited
2016The dual mechanism of sales capabilities in influencing organizational performance45 cited
2022Technology-enabled sales capability: A capabilities-based contingency framework43 cited
2021Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels41 cited
2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
2019Salesperson implementation of sales strategy and its impact on sales performance31 cited
2017Exploring the determinants and consequences of salesperson market orientation behavior27 cited
2017Stereotypical supplier evaluation criteria as inferred from country-of-origin information21 cited
2018Aligning sales and operations management: an agenda for inquiry18 cited
2020Use of effectuation by established micro businesses: short-term gain, long-term pain?13 cited
2022The transformation of selling for value co-creation: Antecedents and boundary conditions13 cited