An antecedent and contingent outcome model of fail fast strategy in sales force management
Scott B. Friend, Jeff S. Johnson, Kumar Rakesh Ranjan
| Year of publication: |
2020
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|---|---|
| Authors: | Friend, Scott B. ; Johnson, Jeff S. ; Ranjan, Kumar Rakesh |
| 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. 87.2020, p. 106-116
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| Subject: | Extra-role behavior | Failing fast | Managerial orientation | Output control | Product complexity | Sales force management | Verkauf | Selling | Verkaufspersonal | Salespeople | Strategisches Management | Strategic management | Führungskräfte | Managers | Marketingmanagement | Marketing management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2020.02.020 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012285138