Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Year of publication: |
July 2017
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Authors: | Nijssen, E. J. ; Guenzi, Paolo ; Borgh, Michel van der |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 64.2017, p. 1-13
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Subject: | Sales capabilities | Acquisition | Retention | Ambidexterity | Sales performance | Polynomial regression | Organisationale Ambidextrie | Ambidextrous organization | Verkauf | Selling | Verkaufspersonal | Salespeople | Dynamische Kompetenzen | Dynamic capabilities | Lernende Organisation | Learning organization | Absatz | Sales | Unternehmenserfolg | Firm performance | Capability-Ansatz | Capability approach | Erfolgsfaktor | Success factor | Übernahme | Takeover | Mitarbeiterbindung | Employee retention |
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