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

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

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  • 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
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    References listed on IDEAS

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    2. 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.
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    7. 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.
    8. 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.
    9. 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.
    10. 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.
    11. 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.
    12. 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.
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    Cited by:

    1. 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.
    2. 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.
    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.

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