The dual mechanism of sales capabilities in influencing organizational performance
Paolo Guenzi, Laszlo Sajtos, Gabriele Troilo
| Year of publication: |
September 2016
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|---|---|
| Authors: | Guenzi, Paolo ; Sajtos, Laszlo ; Troilo, Gabriele |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 69.2016, 9, p. 3707-3713
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| Subject: | Sales capabilities | Sales force management capabilities | Personal selling capability | Organizational performance | Structural equation modeling | Unternehmenserfolg | Firm performance | Verkauf | Selling | Strukturgleichungsmodell | Structural equation model | Verkaufspersonal | Salespeople | Dynamische Kompetenzen | Dynamic capabilities | Ressourcenorientierter Ansatz | Resource-based view | Capability-Ansatz | Capability approach | Vertrieb | Physical distribution | Marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2016.03.033 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011515242