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- W705306 abstract "The marketing literature is rich with research explicating the usefulness of metaphors. However, in the context of sales management, there is little research that investigates metaphors. Therefore, this article identifies and discusses several literary and theoretical metaphors that are relevant to sales management and discusses their usefulness. Furthermore, the article defines knowledge-based sales management strategy and develops knowledge grafting in the context of knowledge-based sales management strategy. Also, this article presents strategic normative imperatives based on the knowledge grafting metaphor. Along with knowledge grafting, the theoretical metaphors that are identified in this article can contribute to theory development for knowledge-based sales management strategy. Future research directions are discussed." @default.
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- W705306 date "2014-10-08" @default.
- W705306 modified "2023-09-24" @default.
- W705306 title "Metaphors and Sales Management: A Review and the Development of Knowledge Grafting as a Theoretical Metaphor for Knowledge-Based Sales Management Strategy" @default.
- W705306 doi "https://doi.org/10.1007/978-3-319-11761-4_71" @default.
- W705306 hasPublicationYear "2014" @default.
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