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Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions · Study

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ArticleSalesperson improvisation: Antecedents, performance outcomes, and boundary conditions

Abena Animwaa Yeboah-Banin2016

OA

Articlegreen2016

Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions

Abena Animwaa Yeboah-Banin · Nathaniel Boso · Magnus Hultman · Anne L. Souchon · Paul Hughes · Ekaterina Nemkova

87 citations·0/0 files stored·Industrial Marketing Management

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Employee Performance and Motivation Customer Service Quality and Loyalty Management and Organizational Studies

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1985Stress, appraisal, and coping 2013Stress: Appraisal and Coping 2001Accounting for common method variance in cross-sectional research designs.1993Market Orientation: Antecedents and Consequences 2005Creating Something from Nothing: Resource Construction through Entrepreneurial Bricolage 1988RATIONAL CHOICE AND THE FRAMING OF DECISIONS

Cited by

2019The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value 2023In search of operational resilience: How and when improvisation matters 2020A multidimensional perspective of business-to-business sales success: A meta-analytic review 2020Leader-member exchange and frontline employees' innovative behaviors: the roles of employee happiness and service climate 2019Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors

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Details

Year2016

Typearticle

Published2016-03-02

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations87

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/j.indmarman.2016.02.007

openalex_workW2289752878

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2020Linking improvisational behavior, adaptive selling behavior and sales performance

2017Customer query handling in sales interactions

2021Utilizing social media in a supply chain B2B setting: A knowledge perspective