.... Design/methodology/approach Construing DT in sales as an organizational change that creates contextual job demands, the theoretical framework offers several hypotheses linking organizational and personal resources with sales managers’ change readiness and championing behaviors. The perceived impact...

..., including marketing strategy and plans, organizational aspects and implementation processes. Organization changes and sales plays are key considerations among SME managers. The authors further identify four categories characterized by different degrees of marketing and organizational changes that SMEs face...

... 2021 23 06 2021 11 09 2021 23 10 2021 24 10 2021 © Emerald Publishing Limited 2021 Emerald Publishing Limited Licensed re-use rights only Manufacturing industry Organizational change Service marketing Industrial marketing Salesforce Industrial selling Service...

... not display these values (Jurkiewicz and Giacalone, 2004). The present study uses this value framework to propose the theoretical linkages with salespeople's organisational deviant behaviours. © Emerald Group Publishing Limited 2014 Ethics Organizational change Salesforce Sales management...

..., changed certain key routines or behaviors, and improved its performance, it has learned on a different (perhaps more imperative) level. Changing cognitive structures Organizational learning Organizational processes Organizational change Information Managers must learn to ask...

... an institutional explanation of why and how collective actions emerge and influence the shape and evolution of industrial networks. © MCB UP Limited 2001 Networking Relationship marketing Industrial relations Organizational change Economic exchange process Institutions are the rules...

... an enterprise from an old to a proven, better,new manufacturing technology. © MCB UP Limited 1994 Electricity industry Manufacturing Marketing Networks New technology Organizational change Purchasing Supplier relations USA For the individual, industrial manufacturing firm, the adoption...

... begin to play an expanded role in new product development. Discusses the pros and cons of this strategy, along with its implications for salesforce management. © MCB UP Limited 1993 Debt Downsizing Globalization Resources New product development Organizational change Salesforce...