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The Need for Speed: Agility Selling
16 references·16 citing·51 second hopsampled
The Need for Speed: Agility Selling (2005)The Need for Speed: Agility SellingThe People Who Make Organizations Go—or Stop (2003)The People Who Make Organizat…Workforce Agility: The New Employee Strategy for the Knowledge Economy (2002)Workforce Agility: The New Em…The Agile Supply Chain (2000)The Agile Supply ChainOn the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)On the Profitability of Long-…A methodology for achieving agility in manufacturing organisations (2000)A methodology for achieving a…Transfer of Marketing Know-How in International Strategic Alliances: An Empirical Investigation of the Role and Antecedents of Knowledge Ambiguity (1999)Transfer of Marketing Know-Ho…Knowledge management, response ability, and the agile enterprise (1999)Knowledge management, respons…Agility, adaptability and leanness: A comparison of concepts and a study of practice (1999)Agility, adaptability and lea…Agile manufacturing: (1999)Agile manufacturing:Agile manufacturing: A framework for research and development (1999)Agile manufacturing: A framew…Market-Based Assets and Shareholder Value: A Framework for Analysis (1998)Market-Based Assets and Share…Learning Orientation, Working Smart, and Effective Selling (1994)Learning Orientation, Working…Knowledge of the Firm and the Evolutionary Theory of the Multinational Corporation (1993)Knowledge of the Firm and the…Causal Ambiguity, Barriers to Imitation, and Sustainable Competitive Advantage (1990)Causal Ambiguity, Barriers to…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…An Empirical Study on the Role of Authentic Leadership in Strategic Agile Operations, Organizational Sustainability, and Business Performance (2025)An Empirical Study on the Rol…Workforce agility: a systematic literature review and research agenda (2024)Workforce agility: a systemat…Role of Readiness to Change in the Relationship Between Workforce Agility and Digital Transformation (2024)Role of Readiness to Change i…Managing ambiguity: salesperson bricolage behavior and its organizational determinants (2023)Managing ambiguity: salespers…Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective (2023)Exploring antecedents and out…Agile readiness for sustainable operations in start-ups (2023)Agile readiness for sustainab…Salesforce responsive roles in turbulent times: case studies in agility selling (2021)Salesforce responsive roles i…The Direct and Indirect Effects of Self‐Efficacy on Salespeople's Emotional Exhaustion and Work‐Family Conflict: A Study Using the Job Demands‐Resources Model (2018)The Direct and Indirect Effec…Relational communication and illusionary loyalty: Moderating role of self-construal (2017)Relational communication and …A conceptual framework for successful salesperson role change management (2017)A conceptual framework for su…Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance (2016)Intangible sales team resourc…Getting business-to-business salespeople to implement strategies associated with introducing new products and services (2016)Getting business-to-business …The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014)The good, the bad and the eff…The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship (2014)The double-edged effects of e…The process of global brand strategy development and regional implementation (2011)The process of global brand s…PME et agilité organisationnelle : étude exploratoire (2011)PME et agilité organisationne…Agile Competitors and Virtual Organizations: Strategies for Enriching the Customer (1994)Agility index in the supply chain (2005)A review of enterprise agility: Concepts, frameworks, and attributes (2007)BUSINESS MODEL INNOVATION: TOWARDS AN INTEGRATED FUTURE RESEARCH AGENDA (2013)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Flow: the psychology of optimal experience (1990)The fifth discipline, the art and practice of the learning organization (1991)Development and validation of work-family conflict and family-work conflict scales. (1996)Development and Validation of a Work Domain Goal Orientation Instrument (1997)Intentions to Use Mobile Services: Antecedents and Cross-Service Comparisons (2005)Firm Resources and Sustained Competitive Advantage (1991)Firm resources and sustained competitive advantage (2004)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)A Framework for Conceptual Contributions in Marketing (2011)Do social media marketing activities enhance customer equity? An empirical study of luxury fashion brand (2011)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)On the Evaluation of Structural Equation Models (1988)Acquiring knowledge by foreign partners from international joint ventures in a transition economy: learning‐by‐doing and learning myopia (2002)Cultural influences on knowledge sharing through online communities of practice (2006)Heterogeneity and Specificity of Inter‐Firm Knowledge Flows in Innovation Networks (2008)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)The machine that changed the world (1992)What is the Right Supply Chain for Your Product (1997)Toyota production system: beyond large-scale production (1998)The organizational antecedents of a firm’s supply chain agility for risk mitigation and response (2008)Understanding the concept of supply chain resilience (2009)A Contingent Resource‐Based Perspective of Supply Chain Resilience and Robustness (2014)MAKING FAST STRATEGIC DECISIONS IN HIGH-VELOCITY ENVIRONMENTS. (1989)A theoretical review of flexibility, agility and responsiveness in the operations management literature (2009)Mastering digital transformation: The nexus between leadership, agility, and digital strategy (2022)An Evolutionary Theory of Economic Change. (1983)Competitive Advantage: Creating and Sustaining Superior Performance (1985)The Economic Institutions of Capitalism (1987)The resource‐based view within the conversation of strategic management (1992)Knowledge and the Speed of the Transfer and Imitation of Organizational Capabilities: An Empirical Test (1995)Varieties of Capitalism (2001)Marketing Research (1970)Partnering as a Focused Market Strategy (1991)The Commitment-Trust Theory of Relationship Marketing (1994)Customer loyalty in e-commerce: an exploration of its antecedents and consequences (2002)Customer Engagement Behavior: Theoretical Foundations and Research Directions (2010)Understanding Customer Experience Throughout the Customer Journey (2016)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Knowledge flows within multinational corporations (2000)Knowledge Management: An Organizational Capabilities Perspective (2001)Diffusion of Innovations 1 (2019)
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References

  • 1993Knowledge of the Firm and the Evolutionary Theory of the Multinational Corporation3,961 cited
  • 1990Causal Ambiguity, Barriers to Imitation, and Sustainable Competitive Advantage2,693 cited
  • 1998Market-Based Assets and Shareholder Value: A Framework for Analysis2,363 cited
  • 2000The Agile Supply Chain1,950 cited
  • 2000On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing1,364 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1994Learning Orientation, Working Smart, and Effective Selling1,172 cited
  • 1999Agile manufacturing:1,156 cited
  • 1999Agile manufacturing: A framework for research and development810 cited
  • 1999Transfer of Marketing Know-How in International Strategic Alliances: An Empirical Investigation of the Role and Antecedents of Knowledge Ambiguity624 cited
  • 2000A methodology for achieving agility in manufacturing organisations484 cited
  • 2003The People Who Make Organizations Go—or Stop385 cited
  • 2002Workforce Agility: The New Employee Strategy for the Knowledge Economy371 cited
  • 1999Knowledge management, response ability, and the agile enterprise311 cited

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1999
Agility, adaptability and leanness: A comparison of concepts and a study of practice
301 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • Cited by

    • 2014The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance110 cited
    • 2014The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship70 cited
    • 2016Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance65 cited
    • 2011The process of global brand strategy development and regional implementation53 cited
    • 2016Getting business-to-business salespeople to implement strategies associated with introducing new products and services52 cited
    • 2011PME et agilité organisationnelle : étude exploratoire41 cited
    • 2024Workforce agility: a systematic literature review and research agenda36 cited
    • 2025An Empirical Study on the Role of Authentic Leadership in Strategic Agile Operations, Organizational Sustainability, and Business Performance26 cited
    • 2023Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective26 cited
    • 2017Relational communication and illusionary loyalty: Moderating role of self-construal26 cited
    • 2021Salesforce responsive roles in turbulent times: case studies in agility selling22 cited
    • 2023Agile readiness for sustainable operations in start-ups22 cited
    • 2017A conceptual framework for successful salesperson role change management21 cited
    • 2018The Direct and Indirect Effects of Self‐Efficacy on Salespeople's Emotional Exhaustion and Work‐Family Conflict: A Study Using the Job Demands‐Resources Model19 cited
    • 2023Managing ambiguity: salesperson bricolage behavior and its organizational determinants18 cited
    • 2024Role of Readiness to Change in the Relationship Between Workforce Agility and Digital Transformation18 cited