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| Tekijä: | Menguc, B. Barker, T. |
| Otsikko: | Re-examining field sales unit performance: insights form the resource-based view and dynamic capabilities perspective |
| Lehti: | European Journal of Marketing
2005 : VOL. 39:7/8, p. 885-909 |
| Asiasana: | human capital salespeople compensation resources Canada |
| Kieli: | eng |
| Tiivistelmä: | This article deals with the resource-based view of the firm and the dynamic capabilities perspective. It is argued that salespeople's (here as: s-p.) selling skills (as: s-sks.) and inter- and intra-unit collaborative skills (as: c-sks.) are valuable,..., socially complex, and inimitable knowledge-based resources embedded in the human and social capital of field sales units (or FSUs). Explored is the effect of s-p.'s selling and c-sks. on the level of total compensation, using data from sample of managers of FSUs of 102 large Canadian organizations. It is found that c-sks., but not s-sks., are directly related to FSU performance (as: perf.). The effect of s-sks. on FSU perf. is strengthened by the complementary role of c-sks. The s-sks. and c-sks. both individually and interactively result in the payment of higher compensation to s-p. as a result of their enhanced perf. |
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