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A framework for configuring sales support structure
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A framework for configuring sales support structure (2013)A framework for configuring sales support…PERFORMANCE PRODUCTIVITY AND QUALITY FRONTLINE EMPLOYEES IN SERVICE ORGANIZATIONS (2020)PERFORMANCE PRODUCTIVITY AND …Performance Productivity and Quality of Frontline Employees in Service Organizations (2000)Performance Productivity and …Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople (1998)Striking a Balance in Boundar…Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998)Some Possible Antecedents and…Information Asymmetry and Levels of Agency Relationships (1998)Information Asymmetry and Lev…Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences (1997)Role Stress, Work-Family Conf…Enhancing Communication between Marketing and Engineering: The Moderating Role of Relative Functional Identification (1997)Enhancing Communication betwe…A Qualitative Analysis of Conflict Types and Dimensions in Organizational Groups (1997)A Qualitative Analysis of Con…Toward a knowledge‐based theory of the firm (1996)Toward a knowledge‐based theo…Organizational Citizenship Behaviors and Sales Unit Effectiveness (1994)Organizational Citizenship Be…Global strategy: An organizing framework (1987)Global strategy: An organizin…Control: Organizational and Economic Approaches (1985)Control: Organizational and E…A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons (1984)A Role Stress Model of the Pe…Measuring the performance of industrial salespersons (1982)Measuring the performance of …Strategy and Structure: Chapters in the History of the American Industrial Enterprise (1962)Strategy and Structure: Chapt…How Does Co-Creation Affect Customer’s Purchase Intention? (2018)How Does Co-Creation Affect C…Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Prospect theory: An analysis of decision under risk (1988)Agency Theory: An Assessment and Review (1989)EFFECTS OF HUMAN RESOURCE SYSTEMS ON MANUFACTURING PERFORMANCE AND TURNOVER. (1994)Between Trust and Control: Developing Confidence in Partner Cooperation in Alliances (1998)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Common method biases in behavioral research: A critical review of the literature and recommended remedies. 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References

  • 1996Toward a knowledge‐based theory of the firm16,143 cited
  • 1962Strategy and Structure: Chapters in the History of the American Industrial Enterprise3,220 cited
  • 1997A Qualitative Analysis of Conflict Types and Dimensions in Organizational Groups2,166 cited
  • 1985Control: Organizational and Economic Approaches2,023 cited
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  • 1994Organizational Citizenship Behaviors and Sales Unit Effectiveness1,098 cited
  • 1998Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance869 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 2000Performance Productivity and Quality of Frontline Employees in Service Organizations727 cited
  • 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons721 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1998Information Asymmetry and Levels of Agency Relationships553 cited
  • 2020PERFORMANCE PRODUCTIVITY AND QUALITY FRONTLINE EMPLOYEES IN SERVICE ORGANIZATIONS516 cited
  • 1998Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople458 cited

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  • 1997Enhancing Communication between Marketing and Engineering: The Moderating Role of Relative Functional Identification449 cited
  • 1997Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences419 cited
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    • 2018How Does Co-Creation Affect Customer’s Purchase Intention?7 cited