Do sales and service compete? The impact of multiple psychological climates on frontline employee performance
Journal of Personal Selling and Sales Management, pp. 11-26, 2017.
This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service and sales climates. Building from the resource-allocation framework, the authors examine the wa...More
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