The capabilities and performance of ambidextrous sales organizations

E.J. Nijssen, P. Guenzi, W. Borgh, van der

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

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Abstract

We define ambidextrous sales organizations as characterized by the simultaneous ability to successfully manage both hunting and farming processes. We also identify three key sales capabilities for ambidextrous sales organizations: reward and control, opportunity management, interfunctional coordination. We then develop and test a model analyzing the links among sales capabilities, sales ambidexterity and objective performance (measured by sales growth and return on sales). Our findings, based on data gathered from senior sales managers in a major European country, demonstrate that sales ambidexterity positively affects sales growth. In turn, sales ambidexterity is positively affected by all three types of sales capabilities as well as by the combination of reward and control capabilities, on the one side, and segmentation and interfunctional coordination capabilities respectively
Original languageEnglish
Title of host publicationProceedings of the 42nd annual EMAC conference: "Lost in translation, marketing in a interconnected world", June 4-7, 2013, Istanbul, Turkey
EditorsE. Karaosmanoglu, A. Banu Elmadag Bas
Place of PublicationIstanbul, Turkey
PublisherEuropean Marketing Academy
Pages396-396
Publication statusPublished - 2013
Eventconference; EMAC 2013; 2013-06-04; 2013-06-07 -
Duration: 4 Jun 20137 Jun 2013

Conference

Conferenceconference; EMAC 2013; 2013-06-04; 2013-06-07
Period4/06/137/06/13
OtherEMAC 2013

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