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Managing the sales force through the unexpected exogenous COVID-19 crisis · Study

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ArticleManaging the sales force through the unexpected exogenous COVID-19 crisis

Nathaniel N. Hartmann2020

OA

Articlegreen2020

Managing the sales force through the unexpected exogenous COVID-19 crisis

Nathaniel N. Hartmann · Bruno Lussier

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

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COVID-19 Pandemic Impacts Organizational Change and Leadership Organizational Management and Change

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References

2008The five competitive forces that shape strategy.2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis 2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis 2017Organizational Response to Adversity: Fusing Crisis Management and Resilience Research Streams 1977MIS Problems and Failures: A Socio- Technical Perspective 1972A General Model for Understanding Organizational Buying Behavior 2013Applied Organizational Change in Industry: Structural, Technological and Humanistic Approaches 2008Industrial Marketing Management

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Details

Year2020

Typearticle

Published2020-05-06

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations254

Files0 public / 0

ShelfCOVID-19 Pandemic Impacts

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doi10.1016/j.indmarman.2020.05.005

openalex_workW3021870449

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2021

An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic

2021Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

2021Supply chain agility responding to unprecedented changes: empirical evidence from the UK food supply chain during COVID-19 crisis

2020Risk, uncertainty, ignorance and myopia: Their managerial implications for B2B firms