Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, a...
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
About this item
Full title
Author / Creator
Publisher
Abingdon: Routledge
Journal title
Language
English
Formats
Publication information
Publisher
Abingdon: Routledge
Subjects
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Scope and Contents
Contents
This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-se...
Alternative Titles
Full title
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
Authors, Artists and Contributors
Author / Creator
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Primary Identifiers
Record Identifier
TN_cdi_jstor_primary_26762846
Permalink
https://devfeature-collection.sl.nsw.gov.au/record/TN_cdi_jstor_primary_26762846
Other Identifiers
ISSN
0885-3134
E-ISSN
1557-7813
DOI
10.1080/08853134.2016.1272053
