Search Results - subject:"Service-sales ambidexterity"

Do sales control systems affect service-sales ambidexterity and salesperson performance? : a job demands-resources perspective

Fujii, Makoto - In: Journal of retailing and consumer services 77 (2024), pp. 1-8

Persistent link: https://www.econbiz.de/10014462161

Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success

Berkmann, Manuel; Eisenbeiß, Maik; Reinartz, Werner J.; … - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 736-761

Persistent link: https://www.econbiz.de/10015047946

Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success

Berkmann, Manuel; Eisenbeiss, Maik; Reinartz, Werner; … - In: Journal of the Academy of Marketing Science 52 (2023) 3, pp. 736-761

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...

Persistent link: https://www.econbiz.de/10015190275

Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success

Berkmann, Manuel; Eisenbeiss, Maik; Reinartz, Werner; … - In: Journal of the Academy of Marketing Science 52 (2023) 3, pp. 736-761

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...

Persistent link: https://www.econbiz.de/10015404795