A framework for configuring sales support structure

Aaron D. Arndt · Jason A. Harkins

12 citations0/0 files storedJournal of Business and Industrial Marketing

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Outsourcing and Supply Chain Management Marketing and Advertising Strategies Corporate Governance and Management

Abstract

Purpose – The aim of this paper is to examine when it is appropriate to provide dedicated support for a sales activity, and in cases where support is desirable, to explore the choice between core team support and external support.

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1996Toward a knowledge‐based theory of the firm 1962Strategy and Structure: Chapters in the History of the American Industrial Enterprise 1997A Qualitative Analysis of Conflict Types and Dimensions in Organizational Groups 1985Control: Organizational and Economic Approaches 1987Global strategy: An organizing framework 1994Organizational Citizenship Behaviors and Sales Unit Effectiveness 1998Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance 1999Personal Selling and Sales Management: A Relationship Marketing Perspective

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