IDEAS home Printed from https://ideas.repec.org/a/taf/jgsmks/v33y2023i3p402-428.html
   My bibliography  Save this article

So, you want to start a sales center? An organizational learning approach to sales center formation and growth

Author

Listed:
  • Cindy B. Rippé
  • Shannon Cummins
  • Olivia J. DeGeorge

Abstract

Growth in demand for qualified salespeople has resulted in an increase in both university sales programs and the number of schools that want to transition their programs into sales centers and institutes. Despite this interest, few published articles provide direction on how to plan and launch a sales center. This research examines the views and experiences of existing and aspiring sales center directors to gain deeper insights into the tactics and techniques used for sales center creation and management. Leveraging an organizational learning theory approach, this work uses a mixed-method design to compare aspiring centers’ concerns with the experience and advice of existing center directors.

Suggested Citation

  • Cindy B. Rippé & Shannon Cummins & Olivia J. DeGeorge, 2023. "So, you want to start a sales center? An organizational learning approach to sales center formation and growth," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 33(3), pages 402-428, July.
    • Handle: RePEc:taf:jgsmks:v:33:y:2023:i:3:p:402-428
    DOI: 10.1080/21639159.2022.2048959
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/21639159.2022.2048959
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/21639159.2022.2048959?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:jgsmks:v:33:y:2023:i:3:p:402-428. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/RGAM20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.