Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance

Industrial Marketing Management, pp. 88-99, 2017.

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Keywords:
Investments in team social capitalTransactive memory systemsMarket-driven capabilitiesTeam goal monitoringLearning effortMore(4+)

Abstract:

Complex offerings and evolving customer needs increase the demand for market-driven salespeople. Yet many of today's managers struggle to effectively deploy this selling approach. In light of this reality, we develop and test a multi-level market capabilities framework to examine team-level drivers and boundary conditions of market-driven...More

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