... motivation Operational phone performance Organizational culture Motivation (psychology) Sales management Control systems Sales methods Informal controls, which include cultural controls, are unwritten mechanisms that shape the social environment of the sales organization and help create...

... addresses some of the gaps regarding the LM literature pointed out in a previous systematic review. Organizational culture Lean manufacturing Management accounting Multiple case study Lean accounting The lean manufacturing (LM) arose as a system that aims to eliminate waste and increase...

...Wiliam H. Murphy; Ismail Gölgeci; David A. Johnston Purpose This paper aims to explain the effects of national and organizational cultures of boundary spanners on their choices of using three archetype power-based behaviors – dominance, egalitarian and submissive – with supply chain partners...

...Santanu Mandal Purpose This paper aims to explore the influence of dimensions of organizational culture, namely, development culture, group culture, rational culture and hierarchical culture, on healthcare supply chain resilience (HCRES). Further, the study explored the moderating role...

...@uaeu.ac.ae 03 02 2015 12 09 2015 07 01 2016 07 01 2016 © Emerald Group Publishing Limited 2016 Emerald Group Publishing Limited Licensed re-use rights only Organizational culture Small enterprises New product development Entrepreneurialism Entrepreneurial...

... Limited 2014 Organizational culture Relationship marketing Business-to-business marketing Organizational performance organizational learning Data quality An executive summary for managers and executive readers can be found at the end of this article. There is a growing...

... under highly bureaucratic organizational cultures. Similarly, the ability of controlling attributions to hamper customer orientation is less pronounced in cultures described as more bureaucratic. Research limitations/implications Building on self‐determination theory (SDT), the authors' study...

... relationship as a result of the interaction process between individuals on behalf of their firms across national borders, with the aim of achieving a competitive advantage. Russia Finland Business development Trust Partnership Organizational culture Trust development Cultural learning Adaptation...

... The study offers a model that extended previous research on the relationship between organizational culture and market orientation by examining the mediating role of conflict. By including conflict, the study offers insight into the importance of the interaction of culture, conflict and market orientation...

...Tará Lopez; Amy McMillan‐Capehart Purpose The purpose of this paper is to present an argument for the importance of organizational culture and organizational socialization as controls for business‐to‐business salespeople. Design/methodology/approach Organization theory suggests that social...

... to align strategy and structure for effective implementation of business strategy through sales operations (Baldauf et al., 2001 ; Cross et al., 2001). © Emerald Group Publishing Limited 2006 Selling Sales Marketing Integration Organizational culture Qualitative...

... Knight (2002) . Learning Telecommunication networks Learning organizations Organizational culture An executive summary for managers and executive readers can be found at the end of this issue. This paper reports on learning from a pan‐European project, established to support...

... levels – national, organizational, individual – influence salespeople’s negotiating styles. Qualitative in‐depth interviews were employed to explore the impact of national culture, organizational culture, and individual sales rep competence in dealing with culture on salespeople’s negotiating styles...

... in value‐creation in business‐to‐business relationships. Managerial implications and future research questions in this area are also discussed. © Emerald Group Publishing Limited 2004 Computer applications Information science Organizational culture Increasing evidence suggests...

... intelligence. © Emerald Group Publishing Limited 2004 Organizational culture Ecology Organizational behaviour An executive summary for managers and executive readers can be found at the end of this article The trend toward more public notice and thus more indirect involvement...

...Daulatram B. Lund This empirical investigation examines the impact of organizational culture types on job satisfaction in a survey of marketing professionals in a cross‐section of firms in the USA. Cameron and Freeman’s (1991) model of organizational cultures comprising of clan, adhocracy...