To extract the full revenue potential of their front line, B2B firms use their technical field service force for selling activities. However, as selling is only a complementary activity embedded in technicians' main service tasks, they may struggle to sell effectively. The authors investigate...

To extract the full revenue potential of their front line, B2B firms use their technical field service force for selling activities. However, as selling is only a complementary activity embedded in technicians’ main service tasks, they may struggle to sell effectively. The authors investigate...

Der Beitrag beschäftigt sich mit Anforderungen ortsgebundener mobiler Arbeit und den daraus resultierenden Belastungen. Die Diskussion um mobile Arbeit wird überwiegend vor dem Hintergrund zunehmender räumlicher und zeitlicher Gestaltungsspielräume von Wissensarbeiter/-innen geführt. In...