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When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity
16 references·8 citing·48 second hopsampled
When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity (2019)When Sales Becomes Service: The Evolution…Closing the Marketing Capabilities Gap (2011)Closing the Marketing Capabil…Organizational Ambidexterity: Antecedents, Outcomes, and Moderators (2008)Organizational Ambidexterity:…Industrial Marketing Management (2008)Industrial Marketing Manageme…Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Explicating dynamic capabilit…Ambidexterity and Performance in Small-to Medium-Sized Firms: The Pivotal Role of Top Management Team Behavioral Integration (2006)Ambidexterity and Performance…The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research (2004)The Theoretical Underpinnings…THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY. (2004)THE ANTECEDENTS, CONSEQUENCES…Evolving to a New Dominant Logic for Marketing (2003)Evolving to a New Dominant Lo…MANAGERIAL INTERPRETATIONS AND ORGANIZATIONAL CONTEXT AS PREDICTORS OF CORPORATE CHOICE OF ENVIRONMENTAL STRATEGY. (2000)MANAGERIAL INTERPRETATIONS AN…Customer-Employee Rapport in Service Relationships (2000)Customer-Employee Rapport in …Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships (1999)Pie-Expansion Efforts: Collab…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Flexibility Versus Efficiency? A Case Study of Model Changeovers in the Toyota Production System (1999)Flexibility Versus Efficiency…Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998)Some Possible Antecedents and…Ambidextrous Organizations: Managing Evolutionary and Revolutionary Change (1996)Ambidextrous Organizations: M…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance (2023)Value-Based Selling Capabilit…Frontline employees' performance in the financial services industry: the significance of trust, empathy and consumer orientation (2023)Frontline employees' performa…The transformation of selling for value co-creation: Antecedents and boundary conditions (2022)The transformation of selling…Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system (2022)Does service-sales ambidexter…Eight organizational enablers of digital service-sales ambidexterity in industrial firms (2021)Eight organizational enablers…Toward a new perspective on salesperson success and motivation: a trifocal framework (2020)Toward a new perspective on s…Sales technology and salespeople’s ambidexterity: an ecosystem approach (2020)Sales technology and salespeo…Effectual selling in service ecosystems (2020)Effectual selling in service …Firm Resources and Sustained Competitive Advantage (1991)Dynamic capabilities and strategic management (1997)Firm resources and sustained competitive advantage (2004)Resource-based theory in marketing (2013)Customer experience management: toward implementing an evolving marketing concept (2015)“Service Encounter 2.0”: An investigation into the roles of technology, employees and customers (2017)Intraorganizational Ecology of Strategy Making and Organizational Adaptation: Theory and Field Research (1991)ORGANIZATIONAL TRANSFORMATION AS PUNCTUATED EQUILIBRIUM: AN EMPIRICAL TEST. 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(2003)Exploitation-Exploration Tensions and Organizational Ambidexterity: Managing Paradoxes of Innovation (2008)Team Effectiveness 1997-2007: A Review of Recent Advancements and a Glimpse Into the Future (2008)Organizational Ambidexterity: Balancing Exploitation and Exploration for Sustained Performance (2009)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)The Theory of the Growth of the Firm (1995)Service-dominant logic: continuing the evolution (2007)Institutions and axioms: an extension and update of service-dominant logic (2015)Understanding Customer Experience Throughout the Customer Journey (2016)The Structure of Scientific Revolutions (1963)The Use of Partial Least Squares Structural Equation Modeling in Strategic Management Research: A Review of Past Practices and Recommendations for Future Applications (2012)Organizational Ambidexterity: Past, Present, and Future (2013)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Naturalistic inquiry (1985)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Are All Smiles Created Equal? How Emotional Contagion and Emotional Labor Affect Service Relationships (2006)Relationship quality as a predictor of B2B customer loyalty (2006)Word-of-mouth communications in marketing: a meta-analytic review of the antecedents and moderators (2008)Prospect Theory: An Analysis of Decision under Risk (1979)The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields (1983)Developing and Validating Trust Measures for e-Commerce: An Integrative Typology (2002)Institutional Complexity and Organizational Responses (2011)What We Know and Don’t Know About Corporate Social Responsibility (2012)Prospect theory: An analysis of decision under risk (1988)Business Models, Business Strategy and Innovation (2009)The Business Model: Recent Developments and Future Research (2011)Understanding digital transformation: A review and a research agenda (2019)Exploratory Innovation, Exploitative Innovation, and Performance: Effects of Organizational Antecedents and Environmental Moderators (2006)Dynamic capabilities: A review and research agenda (2007)Consistent Partial Least Squares Path Modeling1 (2015)
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References

  • 2007Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance16,758 cited
  • 2003Evolving to a New Dominant Logic for Marketing14,777 cited
  • 1996Ambidextrous Organizations: Managing Evolutionary and Revolutionary Change4,965 cited
  • 2004THE ANTECEDENTS, CONSEQUENCES, AND MEDIATING ROLE OF ORGANIZATIONAL AMBIDEXTERITY.3,932 cited
  • 2008Organizational Ambidexterity: Antecedents, Outcomes, and Moderators2,714 cited
  • 2006Ambidexterity and Performance in Small-to Medium-Sized Firms: The Pivotal Role of Top Management Team Behavioral Integration2,133 cited
  • 2000MANAGERIAL INTERPRETATIONS AND ORGANIZATIONAL CONTEXT AS PREDICTORS OF CORPORATE CHOICE OF ENVIRONMENTAL STRATEGY.1,871 cited
  • 1999Flexibility Versus Efficiency? A Case Study of Model Changeovers in the Toyota Production System1,560 cited
  • 2000Customer-Employee Rapport in Service Relationships1,150 cited
  • 2011Closing the Marketing Capabilities Gap1,078 cited
  • 1999Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships1,069 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
  • 2004The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research

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741 cited
  • 2008Industrial Marketing Management613 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • Cited by

    • 2020Sales technology and salespeople’s ambidexterity: an ecosystem approach42 cited
    • 2022Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system37 cited
    • 2023Frontline employees' performance in the financial services industry: the significance of trust, empathy and consumer orientation28 cited
    • 2020Toward a new perspective on salesperson success and motivation: a trifocal framework24 cited
    • 2023Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance23 cited
    • 2020Effectual selling in service ecosystems22 cited
    • 2021Eight organizational enablers of digital service-sales ambidexterity in industrial firms18 cited
    • 2022The transformation of selling for value co-creation: Antecedents and boundary conditions13 cited