Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards

Current marketing research highlights the direct effects of marketing resources on firm performance. Few studies, however, examine how such resources interact with one another and contribute to the strategic actions, such as sensemaking. In this study, we investigate how sales capabilities and perfo...

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Veröffentlicht in:	Industrial marketing management 2013-07, Vol.42 (5), p.824-835
Hauptverfasser:	Krush, Michael T., Agnihotri, Raj, Trainor, Kevin J., Nowlin, Edward L.
Format:	Artikel
Sprache:	eng
Schlagworte:	Cost control Cost-effectiveness Customer performance Customer relations Customers Economic performance Marketing Marketing dashboards Marketing efficiency Public relations Sales Sales capability Sensemaking Studies
Online-Zugang:	Volltext
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