Author ORCID Identifier
Cummins - https://orcid.org/0000-0001-7634-4940
Document Type
Article
Publication Date
3-31-2022
Publication Title
Journal of Global Scholars of Marketing Science
Volume
33
Issue
3
First Page
402
Last Page
428
DOI
https://doi.org/10.1080/21639159.2022.2048959
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.
Recommended Citation
Rippé, C. B., Cummins, S., & DeGeorge, O. J. (2022). 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, 33(3), 402–428. https://doi.org/10.1080/21639159.2022.2048959
Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.
Comments
This is an Accepted Manuscript of an article published by Taylor & Francis in [ Journal of Global Scholars of Marketing Science] on [March 31, 2022], available online: https://doi.org/10.1080/21639159.2022.2048959