The core of managing a sales organization effectively is to be aware and take into consideration how the frame and the individual are intervened into each other. They exist in a complex interplay that is in constant flux. That is the message of organizational balancing.
Åge, L. (2018), "Organizational Balancing: An Integrated View of Sales Management", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, pp. 125-137. https://doi.org/10.1108/978-1-78754-968-520181007Download as .RIS
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