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Do retailers really profit from ambidextrous managers? : the impact of frontline mechanisms on new and existing product selling performance

Borgh, Michel van der; Scherpers, Jeroen J. L. - In: The journal of product innovation management : an … 31 (2014) 4, pp. 710-727

Persistent link: https://www.econbiz.de/10010375911

On salesperson judgment and decision making

Lam, Son K.; Borgh, Michel van der - In: Journal of the Academy of Marketing Science 49 (2021) 5, pp. 855-863

Persistent link: https://www.econbiz.de/10012614771

A meta-analysis of frontline employees' role behavior and the moderating effects of national culture

Schepers, Jeroen J.L.; Borgh, Michel van der - In: Journal of service research 23 (2020) 3, pp. 255-280

Persistent link: https://www.econbiz.de/10012265752

Why helping coworkers does not always make you poor : the contingent role of common and unique position within the sales team

Borgh, Michel van der; Jong, Ad de; Nijssen, E. J. - In: Industrial marketing management : the international … 77 (2019), pp. 23-40

Persistent link: https://www.econbiz.de/10012004134

Are conservative approaches to new product selling a blessing in disguise?

Borgh, Michel van der; Schepers, Jeroen - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 857-878

Persistent link: https://www.econbiz.de/10011924773

Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations

Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13

Persistent link: https://www.econbiz.de/10011738300

Why salespeople avoid big-whale sales opportunities

Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116

Persistent link: https://www.econbiz.de/10013390585

Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance

van der Borgh, Michel - 2013

When manufacturers introduce a new product to the market, downstream retail partners are faced with inherent trade-offs. Retail sales personnel has to support the new product's introduction with substantial sales efforts, but also sell the existing products in stock, before storage and...

Persistent link: https://www.econbiz.de/10013080914