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Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface
16 references·4 citing·56 second hopsampled
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(1976)Institutionalized Organizations: Formal Structure as Myth and Ceremony (1977)Agency Theory: An Assessment and Review (1989)Toward a knowledge‐based theory of the firm (1996)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)Dynamic capabilities and strategic management (1997)Strategic management a stakeholder approach (2010)Organizing for Innovation in the Digitized World (2012)Multiple Institutional Logics in Organizations: Explaining Their Varied Nature and Implications (2013)Organizational Ambidexterity: Past, Present, and Future (2013)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)Development of an Instrument to Measure the Perceptions of Adopting an Information Technology Innovation (1991)Evolving to a New Dominant Logic for Marketing (2003)An assessment of value creation in mobile service delivery and the moderating role of time consciousness (2006)Extending the two-stage information systems continuance model: incorporating UTAUT predictors and the role of context (2011)An Updated and Streamlined Technology Readiness Index (2014)Exploration and Exploitation in Organizational Learning (1991)Firm Resources and Sustained Competitive Advantage (1991)Firm resources and sustained competitive advantage (2004)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Technological capability, strategic flexibility, and product innovation (2009)How knowledge affects radical innovation: Knowledge base, market knowledge acquisition, and internal knowledge sharing (2012)Research in Organizational Behavior (1984)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Market Orientation: Antecedents and Consequences (1993)The Capabilities of Market-Driven Organizations (1994)
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References

  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications4,123 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 2011TOWARD A THEORY OF PARADOX: A DYNAMIC EQUILIBRIUM MODEL OF ORGANIZING.3,048 cited
  • 2000Exploring Paradox: Toward a More Comprehensive Guide2,558 cited
  • 2004Identity Ambiguity and Change in the Wake of a Corporate Spin-off2,219 cited
  • 1991New Product Diffusion Models in Marketing: A Review and Directions for Research2,090 cited
  • 1997Transaction Cost Analysis: Past, Present, and Future Applications1,937 cited
  • 1989Organizational Culture and Marketing: Defining the Research Agenda1,802 cited
  • 2005Choosing among Alternative Service Delivery Modes: An Investigation of Customer Trial of Self-Service Technologies1,740 cited
  • 2005Resolving the Capability–Rigidity Paradox in New Product Innovation1,511 cited
  • 1989Using Paradox to Build Management and Organization Theories1,504 cited
  • 2016Paradox Research in Management Science: Looking Back to Move Forward1,378 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 1998Paradoxes of Technology: Consumer Cognizance, Emotions, and Coping Strategies1,307 cited

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  • 1989Using Paradox to Build Management and Organization Theories1,071 cited
  • 1994Reliability Measures for Qualitative Data: Theory and Implications958 cited
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    • 2022A synthesis of research on the marketing-sales interface (1984–2020)27 cited
    • 2022Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel management22 cited
    • 2021Sales complexity and value appropriation: a taxonomy of sales situations19 cited
    • 2022[Retracted] Static and Dynamic Demonstration of the Ecological Level of Ethnic Cultural Industries Based on the Internet of Things and Environmental Responsibility2 cited