@article{ab5bd20a79684de2aa99b0968b0c00fa,
title = "Strategic Enablers of Service-Sales Ambidexterity: A Preliminary Framework and Research Agenda",
abstract = "In recent years, service-sales ambidexterity was proposed as a new type of ambidexterity. In particular, the emerging literature on service-sales ambidexterity builds on the contextual ambidexterity literature to argue that the two key activities of a salesperson – that is, service activities and sales activities – can be simultaneously maximized through finding and exploiting synergies between these two activities. While research in this area has so far focused on the drivers of service-sales ambidexterity, our knowledge regarding the strategic enablers of this construct is impoverished. In this paper, drawing upon the dynamic capabilities framework, we devise a preliminary framework of the strategic enablers of service-sales ambidexterity. Then, we further extend that framework by identifying key classes of strategic variables that can potentially enable service-sales ambidexterity and by providing illustrative examples. This paper has contributions to and implications for the literature on service-sales ambidexterity and dynamic capabilities.",
keywords = "service-sales ambidexterity, dynamic capabilities, salesperson, sales, sales management, antecedents, micro foundations, individual level, Strategic enablement, strategic enablers",
author = "William Shiue and Aybars Tuncdogan and Fatima Wang and John Bredican",
year = "2021",
month = jan,
doi = "10.1016/j.indmarman.2020.11.001",
language = "English",
volume = "92",
pages = "78",
journal = "INDUSTRIAL MARKETING MANAGEMENT",
issn = "0019-8501",
publisher = "Elsevier Inc.",
}