Managing Customer and Organizational Complexity in Sales Organizations
Abstract
Salespeople face increasingly complex work environments, both externally with customers and internally with various departments in their own organizations. Because managing such customer and organizational complexity is crucial to performance, the authors conceptualize and develop measures of customer and organizational complexity and examine the effects on salesperson outcomes. In line with job demands-resources theory, salespeople leverage...
Paper Details
Title
Managing Customer and Organizational Complexity in Sales Organizations
Published Date
Nov 1, 2014
Journal
Volume
78
Issue
6
Pages
59 - 77
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