Open Access
Issue
SHS Web Conf.
Volume 154, 2023
2022 International Conference on Public Service, Economic Management and Sustainable Development (PESD 2022)
Article Number 01005
Number of page(s) 6
Section 1. Public Service Management and Development Mechanism
DOI https://doi.org/10.1051/shsconf/202315401005
Published online 11 January 2023
  1. Ahmad, B., Liu, D., Akhtar, N., & Siddiqi, U. I. (2022). Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system. Industrial Marketing Management, 102, 351-363. [CrossRef] [Google Scholar]
  2. Anderson, E., & Oliver, R. L. (1987). Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of marketing, 51(4), 76-88. [Google Scholar]
  3. Cao, Q., Simsek, Z., & Zhang, H. (2010). Modelling the joint impact of the CEO and the TMT on organizational ambidexterity. Journal of Management Studies, 47(7), 1272-1296. [Google Scholar]
  4. De Meyer, J., Tallir, I. B., Soenens, B., Vansteenkiste, M., Aelterman, N., Van den Berghe, L., … & Haerens, L. (2014). Does observed controlling teaching behavior relate to students’ motivation in physical education?. Journal of Educational Psychology, 106(2), 541. [Google Scholar]
  5. de Ruyter, K., Keeling, D. I., & Yu, T. (2020). Service-sales ambidexterity: Evidence, practice, and opportunities for future research. Journal of Service Research, 23(1), 13-21. [Google Scholar]
  6. Deci, E. L., Olafsen, A. H., & Ryan, R. M. (2017). Self-determination theory in work organizations: The state of a science. Annual review of organizational psychology and organizational behavior, 4, 19-43. [CrossRef] [Google Scholar]
  7. Jaramillo, F., Mulki, J. P., Onyemah, V., & Pesquera, M. R. (2012). Salesperson resistance to change: an empirical investigation of antecedents and outcomes. International Journal of Bank Marketing. [Google Scholar]
  8. Jaworski, B. J. (1988). Toward a theory of marketing control: environmental context, control types, and consequences. Journal of marketing, 52(3), 23-39. [Google Scholar]
  9. Kohli, A. K., Shervani, T. A., & Challagalla, G. N. (1998). Learning and performance orientation of salespeople: The role of supervisors. Journal of Marketing Research, 35(2), 263-274. [Google Scholar]
  10. Lai, H. M., Hsiao, Y. L., & Hsieh, P. J. (2018). The role of motivation, ability, and opportunity in university teachers’ continuance use intention for flipped teaching. Computers & Education, 124, 37-50. [CrossRef] [Google Scholar]
  11. MacInnis, D. J., Moorman, C., & Jaworski, B. J. (1991). Enhancing and measuring consumers’ motivation, opportunity, and ability to process brand information from ads. The Journal of Marketing, 32-53. [Google Scholar]
  12. Malek, S. L., Sarin, S., & Jaworski, B. J. (2018). Sales management control systems: review, synthesis, and directions for future exploration. Journal of Personal Selling & Sales Management, 38(1), 30-55. [Google Scholar]
  13. Mullins, R., Agnihotri, R., & Hall, Z. (2020). The ambidextrous sales force: aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value. Journal of Service Research, 23(1), 33-52. [Google Scholar]
  14. Nasir, S. (2010). Supporting Marketing Practices: Mobile Network Operators’ Value Added Services Changing the Way of Doing Business. In Handbook of Research on Mobile Marketing Management (pp. 158-172). IGI Global. [Google Scholar]
  15. Ngobo, P. V. (2004). Drivers of customers’ cross‐buying intentions. European Journal of Marketing. [Google Scholar]
  16. Oreg, S. (2006). Personality, context, and resistance to organizational change. European journal of work and organizational psychology, 15(1), 73-101. [CrossRef] [Google Scholar]
  17. Palmatier, R. W., Scheer, L. K., & Steenkamp, J. B. E. (2007). Customer loyalty to whom? Managing the benefits and risks of salesperson-owned loyalty. Journal of marketing research, 44(2), 185-199. [Google Scholar]
  18. Raisch, S., & Birkinshaw, J. (2008). Organizational ambidexterity: Antecedents, outcomes, and moderators. Journal of management, 34(3), 375-409. [Google Scholar]
  19. Simsek, Z. (2009). Organizational ambidexterity: Towards a multilevel understanding. Journal of management studies, 46(4), 597-624. [Google Scholar]
  20. Sundbo, J., Sundbo, D., & Henten, A. (2015). Service encounters as bases for innovation. The Service Industries Journal, 35(5), 255-274. [Google Scholar]
  21. Wu, T. L., Kuo, C. C., Wang, C. C., Wu, S. M., & Hung, C. P. (2004). A novel time-domain algorithm for synthesizing broadband macromodels of coupled interconnects. IEEE transactions on advanced packaging, 27(1), 224-232. [CrossRef] [Google Scholar]
  22. Yu, H., Lee, L., Popa, I., & Madera, J. M. (2021). Should I leave this industry? The role of stress and negative emotions in response to an industry negative work event. International Journal of Hospitality Management, 94, 102843. [CrossRef] [Google Scholar]
  23. Yu, T., Patterson, P., & de Ruyter, K. (2015). Converting service encounters into cross-selling opportunities: Does faith in supervisor ability help or hinder service-sales ambidexterity?. European Journal of Marketing. [Google Scholar]
  24. Zhang, J., Zhang, Y., Song, Y., & Gong, Z. (2016). The different relations of extrinsic, introjected, identified regulation and intrinsic motivation on employees’ performance: Empirical studies following self-determination theory. Management Decision. [Google Scholar]

Current usage metrics show cumulative count of Article Views (full-text article views including HTML views, PDF and ePub downloads, according to the available data) and Abstracts Views on Vision4Press platform.

Data correspond to usage on the plateform after 2015. The current usage metrics is available 48-96 hours after online publication and is updated daily on week days.

Initial download of the metrics may take a while.