Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators

被引:47
作者
Badrinarayanan, Vishag [1 ]
Ramachandran, Indu [2 ]
Madhavaram, Sreedhar [3 ]
机构
[1] Texas State Univ, McCoy Coll Business Adm, Dept Mkt, 601 Univ Dr, San Marcos, TX 78666 USA
[2] Texas State Univ, McCoy Coll Business Adm, Dept Management, San Marcos, TX 78666 USA
[3] Cleveland State Univ, Nance Coll Business Adm, Dept Mkt, 1860 E 18th St,Euclid Ave, Cleveland, OH 44115 USA
关键词
resource-based theory; resource orchestration; dynamic managerial capabilities; sales manager effectiveness; ENTREPRENEURIAL ORIENTATION; ORGANIZATIONAL CAPABILITIES; COMPETITIVE ADVANTAGE; EMPIRICAL-RESEARCH; FIRM RESOURCES; DOMINANT LOGIC; VIEW; PERFORMANCE; PERSPECTIVE; PRODUCT;
D O I
10.1080/08853134.2018.1466308
中图分类号
F [经济];
学科分类号
02 ;
摘要
Resource-based theory (RBT) posits that firms gain competitive advantage through bundles of valuable and rare resources and sustain that advantage over time when such resources are difficult to imitate or nonsubstitutable by competitors. Recent applications of RBT emphasize the role of managers in mobilizing and leveraging organizational resources and capabilities for achieving business objectives. The purpose of this research is to advance the sales literature by applying learning from two specific perspectives based on RBT that focus explicitly on managerial actions pertaining to resources and capabilities: resource orchestration and dynamic managerial capabilities. These perspectives provide insights into the role of sales managers as orchestrators of sales and nonsales resources for achieving sales, organizational, and customer outcomes. Consistent with the stated purpose, this research provides (1) a review of research on resources and capabilities in the sales literature, (2) an overview of resource orchestration and related research, (3) an overview of dynamic managerial capabilities and related research, (4) a research agenda and propositions based on research orchestration and dynamic managerial capabilities for further investigation on the role of sales managers as effective resource orchestrators in sales organizations.
引用
收藏
页码:23 / 41
页数:19
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