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Keywords: Sales force configuration
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Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2020) 54 (5): 1025–1060.
Published: 03 March 2020
... sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force...
