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- W2799587466 abstract "Sales 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." @default.
- W2799587466 created "2018-05-17" @default.
- W2799587466 creator A5008354872 @default.
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- W2799587466 creator A5069774969 @default.
- W2799587466 creator A5071801009 @default.
- W2799587466 date "2018-04-20" @default.
- W2799587466 modified "2023-10-16" @default.
- W2799587466 title "Hybrid sales structures in the age of e-commerce" @default.
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