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How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors

Zang, Zhimei; Liu, Dong; Zheng, Yaqin; Chen, Chuanming - In: Industrial marketing management : the international … 84 (2020), pp. 287-297

Persistent link: https://www.econbiz.de/10012162594

Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation-opportunity-ability framework

Zheng, Yaqin; Liu, Dong; Zheng, Yi; Zang, Zhimei - In: The journal of business & industrial marketing 37 (2022) 5, pp. 1111-1126

Persistent link: https://www.econbiz.de/10013399868

Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation–opportunity–ability framework

Zheng, Yaqin; Liu, Dong; Zheng, Yi; Zang, Zhimei - In: Journal of Business & Industrial Marketing 37 (2021) 5, pp. 1111-1126

Purpose: This study aims to investigate moderators affecting the impact of salesperson acquisition-retention (AR) ambidexterity on sales performance based on the motivation-opportunity-ability (MOA) framework. Design/methodology/approach: The authors collected triadic data through 391...

Persistent link: https://www.econbiz.de/10012639841