Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective

IF 2 4区管理学 Q3 BUSINESS

Journal of Business-To-Business Marketing Pub Date : 2024-05-14 DOI:10.1080/1051712x.2024.2349096

Rony Castillo-Alarcón, Leslier Valenzuela-Fernández

引用次数: 0

Abstract

To identify the key internal and external collective conditions and determinants for sales managers in the B to B context, which would allow the articulation of Team Political Skill as a firm’s dyn...

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作为一种动态能力的 B to B 销售团队的政治技能：战略资源视角

确定 B to B 背景下销售经理的主要内部和外部集体条件和决定因素，从而将团队政治技能阐明为公司的动力。

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来源期刊

Journal of Business-To-Business Marketing BUSINESS-

CiteScore

2.20

自引率

35.70%

发文量

期刊介绍： The Journal of Business-to-Business Marketing® encourages diversity in approaches to business marketing theory development, research methods, and managerial problem solving. An editorial board comprised of outstanding, internationally recognized scholars and practitioners ensures that the journal maintains impeccable standards of relevance and rigorous scholarship. The Journal of Business-to-Business Marketing features: •basic and applied research that reflects current business marketing theory, methodology, and practice •articles from leading researchers covering topics of mutual interest for the business and academic communities