Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors

Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors

Building on strategic flexibility literature and social exchange theory, we identify sales department intra-functional flexibility (SIF) as an important driver of sales organization success. Using primary data from 229 sales organizations, we find that sales teams with greater levels of SIF report g...

Full description

Saved in:
Bibliographic Details
Main Authors: Milena Micevski, Belinda Dewsnap, John Cadogan, Selma Kadic-Maglajlic, Nathaniel Boso
Format: Default Article
Published: 2019
Subjects:
Other commerce, management, tourism and services not elsewhere classified
Sales intra-functional flexibility
Strategic flexibility
Flexible resource exchange
Role stress
Customer orientation
Business and Management not elsewhere classified
Online Access:https://hdl.handle.net/2134/36875
Tags: Add Tag
No Tags, Be the first to tag this record!

Internet

https://hdl.handle.net/2134/36875

Similar Items