Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research

Industrial Marketing Management

Volumn 33, Issue 4, 2004, Pages 289-305

  Rangarajan, Deva ^a   Chonko, Lawrence B ^b   Jones, Eli ^a   Roberts, James A ^b  

^a UNIVERSITY OF HOUSTON   (United States)

^b BAYLOR UNIVERSITY   (United States)

Author keywords

Boundary spanners; Organizational climate; Organizational culture; Sales teams; Team learning

Indexed keywords

EID: 1842554219     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(03)00072-5     Document Type: Article

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