...
  • 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Service Research >Firm Actions to Develop an Ambidextrous Sales Force
【24h】

Firm Actions to Develop an Ambidextrous Sales Force

机译：采取强有力的行动来发展一支过分的销售队伍

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

While research on employee ambidexterity is growing, there is little investigation on what firms can do to enhance their competitiveness in this space. Leveraging a human resource lens, we advance a comprehensive model depicting three firm-level ambidexterities as key performance drivers that can help firms achieve bottom-line outcomes. Specifically, we focus on (1) ambidexterity in skill-enhancing practices (i.e., selection, training), which ensure employees have relevant service-sales knowledge, skills, and abilities; (2) ambidexterity in motivation-enhancing practices (i.e., metrics, incentives), which help motivate employees to perform service-sales activities; and (3) ambidexterity in opportunity-enhancing practices (i.e., data, tools use), which enable employees to perform service-sales activities. Our findings suggest that ambidextrous firms-or those that balance service- and sales-related elements when implementing their systems and processes-enjoy greater sales force and firm financial performance. Finally, we test boundary conditions for these relationships and find that competitive intensity enhances the positive effects of all ambidexterity constructs. We conclude with implications for theory and practice.
机译：尽管关于员工灵活性的研究正在增长，但很少有关于公司在增强该领域竞争力方面能做些什么的调查。利用人力资源的角度，我们提出了一个综合模型，该模型描述了三个公司层面的灵活性，这是可以帮助公司实现最终结果的关键绩效驱动因素。具体而言，我们专注于（1）技能提升实践（即选择，培训）中的模棱两可，以确保员工具有相关的服务销售知识，技能和能力； （2）激励措施（即指标，激励措施）模棱两可，有助于激励员工进行服务销售活动； （3）增强机会的做法（即数据，工具的使用）模棱两可，使员工能够进行服务销售活动。我们的发现表明，灵活多变的公司（或在实施系统和流程时平衡服务和销售相关元素的公司）会带来更大的销售队伍和公司财务业绩。最后，我们测试了这些关系的边界条件，并发现竞争强度增强了所有灵活性结构的积极影响。我们以对理论和实践的启示作为结论。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号