Business, Management and Accounting
5 years ago

Revolutionizing Sales: New Model Boosts Frontline Ambidexterity for Success

1 view
Journal of Service Research
When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity
Douglas E. Hughes, Jessica Ogilvie

Paper Summary

The article discusses how the role of professional salespeople has evolved over time. It introduces a new model called organic frontline ambidexterity, which allows salespeople to adapt to changing market demands. The researchers compare this new model to existing ones and provide a framework for organizations to support frontline ambidexterity.

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