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dc.contributor.authorThaichon, Park
dc.contributor.authorSurachartkumtonkun, Jiraporn
dc.contributor.authorQuach, Sara
dc.contributor.authorWeaven, Scott
dc.contributor.authorPalmatier, Robert W
dc.date.accessioned2019-05-29T12:44:23Z
dc.date.available2019-05-29T12:44:23Z
dc.date.issued2018
dc.identifier.issn0885-3134
dc.identifier.doi10.1080/08853134.2018.1441718
dc.identifier.urihttp://hdl.handle.net/10072/381103
dc.description.abstractSales organizations continue to exhibit meaningful changes in their structures during the e-commerce era. This article examines the impact of Internet technology on the evolution of sales organizations and identifies key components underpinning a successful hybrid sales structure. A comprehensive review of sales organization studies leads to the derivation of a hybrid sales structure model, as well as a series of key recommendations pertaining to the organization and sales performance. These findings establish a platform for further research into the hybrid sales structure. The transition from a reliance on traditional, outside sales forces to a concomitant use of inside sales personnel produces hybrid sales structures that can accommodate online buyer–seller interactions and also leverage technological advances in sales automation and business intelligence to boost sales performance.
dc.description.peerreviewedYes
dc.languageEnglish
dc.publisherTaylor & Francis
dc.publisher.placeUnited States
dc.relation.ispartofpagefrom277
dc.relation.ispartofpageto302
dc.relation.ispartofissue3
dc.relation.ispartofjournalJournal of Personal Selling & Sales Management
dc.relation.ispartofvolume38
dc.subject.fieldofresearchMarketing not elsewhere classified
dc.subject.fieldofresearchMarketing
dc.subject.fieldofresearchBusiness and Management
dc.subject.fieldofresearchcode150599
dc.subject.fieldofresearchcode1505
dc.subject.fieldofresearchcode1503
dc.titleHybrid sales structures in the age of e-commerce
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.facultyGriffith Business School, Department of Marketing
gro.hasfulltextNo Full Text
gro.griffith.authorWeaven, Scott K.
gro.griffith.authorSurachartkumtonkun, Jiraporn
gro.griffith.authorThaichon, Park
gro.griffith.authorPalmatier, Robert W.
gro.griffith.authorThaichon, Sara Q.


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