physical sciences, it adopts a framework rooted in the social sciences, strategic niche management, which provides rich …, learning and the management of actor expectations. The case analysis suggests the need to actively manage these processes and …

, socially complex, and inimitable knowledge‐based resources embedded in the human and social capital of field sales units (FSUs … competitive advantage and links the sales management literature to the literature on the RBV of the firm and social capital …). Salespeople's selling and collaborative skills, both directly and interactively, should help field sales units generate greater …