Systemlösungsorientierung als Strategieoption der Servicetransformation: Umsetzung und Erfolgswirkungen im Vertrieb

Karsten Hadwich and Henrik Vogel

Die Unternehmung - Swiss Journal of Business Research and Practice, 2014, vol. 68, issue 4, 282-299

Abstract: The solution-oriented adjustment of organizational design parameters is an important prerequisite for a company’s sales performance in solution business. However, research on the effects of solution-oriented parameter adjustments on the sales employees’ selling behavior is still limited. This article addresses the research gap. Based on structural equation modeling, impact levels of organizational design parameters on the employees’ solution sales attitude are analyzed. The results show particularly strong effects for both a solution-oriented corporate culture and incentive system. Furthermore, the employee’s solution sales attitude serves as a key driver for its individual sales performance. en

Date: 2014
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://www.nomos-elibrary.de/10.5771/0042-059X-2014-4-282 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nms:untern:10.5771/0042-059x-2014-4-282

Ordering information: This journal article can be ordered from
Nomos Verlagsgesellschaft mbH & Co. KG, Waldseestraße 3-5, 76530 Baden-Baden, Germany
https://www.nomos-sh ... w.aspx?product=13597

DOI: 10.5771/0042-059X-2014-4-282

Access Statistics for this article

Die Unternehmung - Swiss Journal of Business Research and Practice is currently edited by Prof. Dr. Artur Baldauf, Universität Bern, Prof. Dr. Manfred Bruhn, Universität Basel, Prof. Dr. Pascal Gantenbein, Universität Basel (geschäftsführend), Prof. Dr. Markus Gmür, Universität Fribourg, Prof. Dr. Klaus Möller, Universität St. Gallen, Prof. Dr. Günter Müller-Stewens, Universität St. Gallen, Prof. Dr. Dr. h.c. Margit Osterloh, Universität Zürich, Prof. Dr. Dieter Pfaff, Universität Zürich and Prof. Dr. Martin Wallmeier, Universität Fribourg

More articles in Die Unternehmung - Swiss Journal of Business Research and Practice from Nomos Verlagsgesellschaft mbH & Co. KG
Bibliographic data for series maintained by Nomos Verlagsgesellschaft mbH & Co. KG ().