Managing Customer and Organizational Complexity in Sales Organizations

By Christian Schmitz, Shankar Ganesan. 2014

187 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/0ef7f8acf36d9b93402d760e791a998ad4fb3836

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In Organizational Behavior and Human Resource Management

1. Fernando Jaramillo
2. Omar S. Itani
3. Raj Agnihotri
4. Michael T. Krush
5. Colin B. Gabler
6. Stavroula Spyropoulou
7. Fatima Wang
8. V. Yeniaras

Citations in the corpus

• Service employee burnout and engagement: the moderating role of power distance orientation (2016, methodology): “…(2012) 740 frontline catering employees No Perceived organizational support Not examined Idea generation Organizational commitment Job satisfaction Schmitz and Ganesan (2014) 221 salespeople of a German B2B company Yes Sales selfefficacy Transactional leadership Customer complexity Organizational…”
• The role of climate: implications for service employee engagement and customer service performance (2017, background): “These two resources appear in many JD-R models (e.g., Schmitz and Ganesan 2014), and job autonomy is also a critical element of the job characteristics model (Hackman and Oldham 1980).”
• Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, background): “Selling to demanding customers often requires greater coordination of effort and adaptation of standardized procedures and processes (Schmitz and Ganesan 2014).”