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Strategy type and performance: the influence of sales force management

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  1. Zerbini, Fabrizio & Borghini, Stefania, 2015. "Release capacity in the vendor selection process," Journal of Business Research, Elsevier, vol. 68(2), pages 405-414.
  2. Deepak K. Datta & Xin Liang & Martina Musteen, 2009. "Strategic Orientation and the Choice of Foreign Market Entry Mode," Management International Review, Springer, vol. 49(3), pages 269-290, June.
  3. Theodosiou, Marios & Katsikea, Evangelia, 2007. "How management control and job-related characteristics influence the performance of export sales managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1261-1271, December.
  4. Kenneth Manning & William Bearden & Kelly Tian, 2009. "Development and validation of the Agents’ Socially Desirable Responding (ASDR) scale," Marketing Letters, Springer, vol. 20(1), pages 31-44, March.
  5. Brettel, Malte & Strese, Steffen & Flatten, Tessa C., 2012. "Improving the performance of business models with relationship marketing efforts – An entrepreneurial perspective," European Management Journal, Elsevier, vol. 30(2), pages 85-98.
  6. Pertusa-Ortega, Eva M. & Zaragoza-Sáez, Patrocinio & Claver-Cortés, Enrique, 2010. "Can formalization, complexity, and centralization influence knowledge performance?," Journal of Business Research, Elsevier, vol. 63(3), pages 310-320, March.
  7. Keshavarz, Ali Reza & Gölgeci, Ismail, 2023. "The value of the sales function: A multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies," Journal of Business Research, Elsevier, vol. 156(C).
  8. Bernhard Wieder & Maria-Luise Ossimitz & Peter Chamoni, 2012. "The Impact of Business Intelligence Tools on Performance: A User Satisfaction Paradox?," International Journal of Business and Economic Sciences Applied Research (IJBESAR), International Hellenic University (IHU), Kavala Campus, Greece (formerly Eastern Macedonia and Thrace Institute of Technology - EMaTTech), vol. 5(3), pages 7-32, December.
  9. Fryxell, Gerald E. & Butler, John & Choi, Amanda, 2004. "Successful localization programs in China: an important element in strategy implementation," Journal of World Business, Elsevier, vol. 39(3), pages 268-282, August.
  10. Manrique Hernández-Ramírez & Ronald Mora-Esquivel & Juan Carlos Leiva, 2022. "Orientación emprendedora y desempeno innovador en mipymes. El rol moderador de la orientación estratégica," Estudios Gerenciales, Universidad Icesi, vol. 38(162), pages 95-108, March.
  11. A. Varadaraj & M. Prasanna Mohan Raj & S. Ananth, 2021. "The Impact of Human Resource Management Policies on Business and Marketing Strategy Implementation within the Marketing Organization," Eastern European Journal for Regional Studies (EEJRS), Center for Studies in European Integration (CSEI), Academy of Economic Studies of Moldova (ASEM), vol. 7(2), pages 182-207, December.
  12. Homburg, Christian & Alavi, Sascha & Rajab, Thomas & Wieseke, Jan, 2017. "The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 212-230.
  13. Sal Mistry & Bradley L. Kirkman & Michael A. Hitt & Murray R. Barrick, 2023. "Take it from the Top: How Intensity of TMT Joint Problem Solving and Levels of Interdependence Influence Quality of Strategy Implementation Coordination and Firm Performance," Journal of Management Studies, Wiley Blackwell, vol. 60(2), pages 400-427, March.
  14. Slater, Stanley F. & Olson, Eric M. & Hult, G. Tomas M., 2010. "Worried about strategy implementation? Don't overlook marketing's role," Business Horizons, Elsevier, vol. 53(5), pages 469-479, September.
  15. V Kumar & Amalesh Sharma & Shaphali Gupta, 2017. "Accessing the influence of strategic marketing research on generating impact: moderating roles of models, journals, and estimation approaches," Journal of the Academy of Marketing Science, Springer, vol. 45(2), pages 164-185, March.
  16. Kraus, Florian & Haumann, Till & Ahearne, Michael & Wieseke, Jan, 2015. "When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension," Journal of Retailing, Elsevier, vol. 91(3), pages 486-515.
  17. Pappas, James M. & Flaherty, Karen E., 2008. "The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment," Journal of Business Research, Elsevier, vol. 61(9), pages 894-902, September.
  18. Kemper, Jan & Schilke, Oliver & Reimann, Martin & Wang, Xuyi & Brettel, Malte, 2013. "Competition-motivated corporate social responsibility," Journal of Business Research, Elsevier, vol. 66(10), pages 1954-1963.
  19. Dayna Simpson & Kathryn Lefroy & Yelena Tsarenko, 2011. "Together and Apart: Exploring Structure of the Corporate–NPO Relationship," Journal of Business Ethics, Springer, vol. 101(2), pages 297-311, June.
  20. Auh, Seigyoung & Menguc, Bulent, 2005. "Balancing exploration and exploitation: The moderating role of competitive intensity," Journal of Business Research, Elsevier, vol. 58(12), pages 1652-1661, December.
  21. Mohamad Reza Sanaei & Farzad Movahedi Sobhani, 2018. "Information technology and e-business marketing strategy," Information Technology and Management, Springer, vol. 19(3), pages 185-196, September.
  22. Henny Nuraeny, 2017. "Trafficking of Migrant Workers in Indonesia: A Legal Enforcement and Economic Perspective of Prevention and Protection Efforts," European Research Studies Journal, European Research Studies Journal, vol. 0(4B), pages 16-26.
  23. Panagopoulos, Nikolaos G. & Avlonitis, George J., 2010. "Performance implications of sales strategy: The moderating effects of leadership and environment," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 46-57.
  24. Yi-Chia Chiu & Hsien-Che Lai & Yi-Ching Liaw & Tai-Yu Lee, 2010. "Technological scope: diversified or specialized," Scientometrics, Springer;Akadémiai Kiadó, vol. 82(1), pages 37-58, January.
  25. Sascha Alavi & Johannes Habel & Paolo Guenzi & Jan Wieseke, 2018. "The role of leadership in salespeople’s price negotiation behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 703-724, July.
  26. Ahmed Agyapong & Kofi Amanor & Kofi Poku, 2016. "Antecedents To The Implementation Of Hybrid Strategy In A Dynamic Business Environment — An Econometric Analysis Of Business Decisions In Ghana," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 21(04), pages 1-24, December.
  27. Ziyi Gao & Shigeru Yoshida, 2013. "Analysis on Industrial Structure and Competitive Strategies in Liner Shipping Industry," Journal of Management and Strategy, Journal of Management and Strategy, Sciedu Press, vol. 4(4), pages 12-20, November.
  28. Fitri Wulandari & Indi Djastuti & Nuryakin, 2017. "Reassessment of the Entrepreneurial Motivation among Female Business Owners to Enhance SMEs Business Performance in Indonesia," European Research Studies Journal, European Research Studies Journal, vol. 0(4A), pages 18-34.
  29. Hallberg, Niklas L., 2018. "Managing value appropriation in buyer–supplier relationships: The role of commercial decision resources," European Management Journal, Elsevier, vol. 36(1), pages 125-134.
  30. Joseph Cherian & Karen J. Crooker & Peter Knight & James B. McPhaul & Michael T. Manion, 2010. "Which Market Entry And Product Line Strategies Ought Organisations To Adopt For Emerging Economies?," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 1(1).
  31. Margaret A. Abernethy & Henri C. Dekker & Axel K‐D. Schulz, 2015. "Are Employee Selection and Incentive Contracts Complements or Substitutes?," Journal of Accounting Research, Wiley Blackwell, vol. 53(4), pages 633-668, September.
  32. Olson, Eric M. & Slater, Stanley F. & Hult, G. Tomas M., 2005. "The importance of structure and process to strategy implementation," Business Horizons, Elsevier, vol. 48(1), pages 47-54.
  33. Vaibhav Chawla & Sridhar Guda, 2013. "Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics," Journal of Business Ethics, Springer, vol. 115(1), pages 63-73, June.
  34. Malte Brettel & Andreas Engelen & Thomas Müller & Oliver Schilke, 2011. "Distribution Channel Choice of New Entrepreneurial Ventures," Entrepreneurship Theory and Practice, , vol. 35(4), pages 683-708, July.
  35. Karen Blackmore & Keith Nesbitt, 2013. "Verifying the Miles and Snow strategy types in Australian small- and medium-size enterprises," Australian Journal of Management, Australian School of Business, vol. 38(1), pages 171-190, April.
  36. Olson, Eric M. & Cravens, David W. & Slater, Stanley F., 2001. "Competitiveness and sales management: A marriage of strategies," Business Horizons, Elsevier, vol. 44(2), pages 25-30.
  37. De Beule, Filip & Klein, Martin & Verwaal, Ernst, 2020. "Institutional quality and inclusive strategies at the base of the pyramid," Journal of World Business, Elsevier, vol. 55(5).
  38. Thomas Borup Kristensen & Henrik Nielsen, 2020. "Configuring a profile-deviation-analysis to statistical test complementarity effects from balanced management control systems in a configurational fit approach," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 30(4), pages 439-475, February.
  39. Leischnig, Alexander & Kasper-Brauer, Kati, 2016. "How to sell in diverse markets? A two-level approach to industry factors and selling factors for explaining firm profitability," Journal of Business Research, Elsevier, vol. 69(4), pages 1307-1313.
  40. Pierre-Antoine Sprimont, 2003. "Stratégies compétitives, contrôle des vendeurs et performance de la force de vente," Revue Finance Contrôle Stratégie, revues.org, vol. 6(3), pages 137-159, September.
  41. Zacharias, Nicolas A. & Nijssen, Edwin J. & Stock, Ruth Maria, 2016. "Effective configurations of value creation and capture capabilities: Extending Treacy and Wiersema's value disciplines," Journal of Business Research, Elsevier, vol. 69(10), pages 4121-4131.
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