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Systemlösungsorientierung als Strategieoption der Servicetransformation: Umsetzung und Erfolgswirkungen im Vertrieb

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  • Hadwich, Karsten
  • Vogel, Henrik

Abstract

The solution-oriented adjustment of organizational design parameters is an important prerequisite for a company’s sales performance in solution business. However, research on the effects of solution-oriented parameter adjustments on the sales employees’ selling behavior is still limited. This article addresses the research gap. Based on structural equation modeling, impact levels of organizational design parameters on the employees’ solution sales attitude are analyzed. The results show particularly strong effects for both a solution-oriented corporate culture and incentive system. Furthermore, the employee’s solution sales attitude serves as a key driver for its individual sales performance. en

Suggested Citation

  • Hadwich, Karsten & Vogel, Henrik, 2014. "Systemlösungsorientierung als Strategieoption der Servicetransformation: Umsetzung und Erfolgswirkungen im Vertrieb," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 68(4), pages 282-299.
  • Handle: RePEc:nms:untern:10.5771/0042-059x-2014-4-282
    DOI: 10.5771/0042-059X-2014-4-282
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    References listed on IDEAS

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