Salesperson ambidexterity in customer engagement: do customer base characteristics matter?

Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation ambidexterity in the “exploration” of new customers (i.e., hunting) and the “exploitation” of existing customers (i.e., farming) to achieve sales growth and make time allocation decisions. The results from a field study and an experiment indicate that the impact of salesperson orientation ambidexterity is...