IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v56y2003i12p935-946.html
   My bibliography  Save this article

Organizational and individual learning in the sales force: an agenda for sales research

Author

Listed:
  • Chonko, Lawrence B.
  • Dubinsky, Alan J.
  • Jones, Eli
  • Roberts, James A.

Abstract

No abstract is available for this item.

Suggested Citation

  • Chonko, Lawrence B. & Dubinsky, Alan J. & Jones, Eli & Roberts, James A., 2003. "Organizational and individual learning in the sales force: an agenda for sales research," Journal of Business Research, Elsevier, vol. 56(12), pages 935-946, December.
    • Handle: RePEc:eee:jbrese:v:56:y:2003:i:12:p:935-946
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(01)00330-7
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kuran, Timur, 1988. "The tenacious past: Theories of personal and collective conservatism," Journal of Economic Behavior & Organization, Elsevier, vol. 10(2), pages 143-171, September.
    2. James G. March, 1991. "Exploration and Exploitation in Organizational Learning," Organization Science, INFORMS, vol. 2(1), pages 71-87, February.
    3. Hey, John D., 1982. "Search for rules for search," Journal of Economic Behavior & Organization, Elsevier, vol. 3(1), pages 65-81, March.
    4. David F. Scott & William G. Jens & Raymond E. Spudeck, 1991. "Analysis," Challenge, Taylor & Francis Journals, vol. 34(6), pages 58-60, November.
    5. Lipshitz, Raanan, 1995. "Judgment by Outcomes: Why Is It Interesting? A Reply to Hershey and Baron: "Judgment by Outcomes: When Is It Justified?"," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 123-126, April.
    6. Cohen, Wesley M & Levinthal, Daniel A, 1989. "Innovation and Learning: The Two Faces of R&D," Economic Journal, Royal Economic Society, vol. 99(397), pages 569-596, September.
    7. Andrew C. Inkpen & Mary M. Crossan, 1995. "Believing Is Seeing: Joint Ventures and Organization Learning," Journal of Management Studies, Wiley Blackwell, vol. 32(5), pages 595-618, September.
    8. Hershey, John C. & Baron, Jonathan, 1995. "Judgment by Outcomes: When Is It Warranted?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 127-126, April.
    9. Pohl, Rudiger F. & Hell, Wolfgang, 1996. "No Reduction in Hindsight Bias after Complete Information and Repeated Testing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(1), pages 49-58, July.
    10. Herriott, Scott R & Levinthal, Daniel & March, James G, 1985. "Learning from Experience in Organizations," American Economic Review, American Economic Association, vol. 75(2), pages 298-302, May.
    11. James P. Walsh, 1995. "Managerial and Organizational Cognition: Notes from a Trip Down Memory Lane," Organization Science, INFORMS, vol. 6(3), pages 280-321, June.
    12. Michael D. Cohen & Paul Bacdayan, 1994. "Organizational Routines Are Stored as Procedural Memory: Evidence from a Laboratory Study," Organization Science, INFORMS, vol. 5(4), pages 554-568, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ryari, Hanaa & Alavi, Sascha & Wieseke, Jan, 2021. "Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships," Journal of Retailing, Elsevier, vol. 97(2), pages 217-237.
    2. Jang, Seongsoo & Nemeh, André, 2017. "Salespeople knowledge search behavior and sales performance: An investigation of printing equipment industry," Technological Forecasting and Social Change, Elsevier, vol. 120(C), pages 323-333.
    3. Orr, Linda M. & Bush, Victoria D. & Vorhies, Douglas W., 2011. "Leveraging firm-level marketing capabilities with marketing employee development," Journal of Business Research, Elsevier, vol. 64(10), pages 1074-1081, October.
    4. Steven Lu & Andre Bonfrer & Ranjit Voola, 2015. "Retaining Talented Salespeople," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(2), pages 148-164, June.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Stuart Kauffman & Jose Lobo & William G. Macready, 1998. "Optimal Search on a Technology Landscape," Research in Economics 98-10-091e, Santa Fe Institute.
    2. Agulles, Remei & Prats, Mª Julia, 2011. "Learning in practice: What organizational and management literature can contribute to professional and occupational development," IESE Research Papers D/938, IESE Business School.
    3. Kauffman, Stuart & Lobo, Jose & Macready, William G., 2000. "Optimal search on a technology landscape," Journal of Economic Behavior & Organization, Elsevier, vol. 43(2), pages 141-166, October.
    4. Frédéric CREPLET, 2004. "Les Portails d’entreprise : une réponse aux dimensions de l’entreprise « processeur de connaissances »," Working Papers of BETA 2004-07, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    5. Ng, Desmond W., 2011. "Thinking Outside the Box: An Absorptive Capacity Approach to the Product Development Process," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 14(3), pages 1-28, September.
    6. TINA M. Jose Vega & Dennis M. López, 2012. "Evaluating The Effect Of Industry Specialist Duration On Audit Quality And Audit Fees," Working Papers 0023, College of Business, University of Texas at San Antonio.
    7. Cynthia A. Lengnick-Hall & Robert J. Griffith, 2007. "Knowledge Resources, Exploration, and Exploitation: A New Perspective on the Interplay Between Innovation and Application," Working Papers 0027, College of Business, University of Texas at San Antonio.
    8. Christopher Williams & Ana Colovic & Jiqing Zhu, 2016. "Foreign Market Knowledge, Country Sales Breadth And Innovative Performance Of Emerging Economy Firms," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 20(06), pages 1-25, August.
    9. Henrich R. Greve, 2002. "Sticky Aspirations: Organizational Time Perspective and Competitiveness," Organization Science, INFORMS, vol. 13(1), pages 1-17, February.
    10. Linda Argote & Henrich R. Greve, 2007. "A Behavioral Theory of the Firm ---40 Years and Counting: Introduction and Impact," Organization Science, INFORMS, vol. 18(3), pages 337-349, June.
    11. Vikas A. Aggarwal & Hart E. Posen & Maciej Workiewicz, 2017. "Adaptive capacity to technological change: A microfoundational approach," Strategic Management Journal, Wiley Blackwell, vol. 38(6), pages 1212-1231, June.
    12. Mai, Nhat Chi, 2020. "Unpacking the process of overseas knowledge recontextualisation in returnee entrepreneurship - a learning perspective : a study of returnee entrepreneurs in Vietnam," OSF Preprints y5psh, Center for Open Science.
    13. Shaker A. Zahra & Congcong Zheng & Jifeng Yu, 2018. "Learning advantages of newness: A reconceptualization and contingent framework," Journal of International Entrepreneurship, Springer, vol. 16(1), pages 12-37, March.
    14. Sharon A. Alvarez & Jay B. Barney & Philip Anderson, 2013. "Forming and Exploiting Opportunities: The Implications of Discovery and Creation Processes for Entrepreneurial and Organizational Research," Organization Science, INFORMS, vol. 24(1), pages 301-317, February.
    15. Jerker. Denrell & Christina. Fang & Daniel A. Levinthal, 2004. "From T-Mazes to Labyrinths: Learning from Model-Based Feedback," Management Science, INFORMS, vol. 50(10), pages 1366-1378, October.
    16. Linda Argote & Ella Miron-Spektor, 2011. "Organizational Learning: From Experience to Knowledge," Organization Science, INFORMS, vol. 22(5), pages 1123-1137, October.
    17. Daniel A. Levinthal & James G. March, 1993. "The myopia of learning," Strategic Management Journal, Wiley Blackwell, vol. 14(S2), pages 95-112, December.
    18. Henri A. Schildt & Markku V.J. Maula & Thomas Keil, 2005. "Explorative and Exploitative Learning from External Corporate Ventures," Entrepreneurship Theory and Practice, , vol. 29(4), pages 493-515, July.
    19. Thomas Bolli & Martin Woerter, 2013. "Technological Diversification and Innovation Performance," KOF Working papers 13-336, KOF Swiss Economic Institute, ETH Zurich.
    20. Kathryn Rudie Harrigan & Maria Chiara Guardo & Bo Cowgill, 2017. "Multiplicative-innovation synergies: tests in technological acquisitions," The Journal of Technology Transfer, Springer, vol. 42(5), pages 1212-1233, October.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:56:y:2003:i:12:p:935-946. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.