دانلود مقاله ISI انگلیسی شماره 40570
عنوان فارسی مقاله

نقش قابلیت جذب در برون سپاری کار ستاد فروش در ایالات متحده

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
40570 2014 6 صفحه PDF سفارش دهید محاسبه نشده
خرید مقاله
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عنوان انگلیسی
Role of absorptive capabilities in outsourcing the headquarters selling task in the United States ☆
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 43, Issue 6, September 2014, Pages 1079–1084

کلمات کلیدی
برون سپاری - سرمایه اجتماعی - قابلیت جذب - قابلیت های پویا - نظریه منابع استفاده
پیش نمایش مقاله
پیش نمایش مقاله نقش قابلیت جذب در برون سپاری کار ستاد فروش در ایالات متحده

چکیده انگلیسی

Manufacturers often outsource headquarters selling task to sales and marketing agencies. Headquarters selling task is one of the most outsourced sales and marketing functions and it entails all the activities that a manufacturer conducts in order to sell its product line to the headquarters of a retailer. Thus, effective management of headquarters selling task has a strategic importance for the manufacturer. This study examines the role of absorptive capabilities in outsourcing headquarters selling task. Using resource-advantage theory, this study proposes a theoretical model to link the resources and absorptive capabilities of the outsourcer (manufacturer) and the outsourcee (sales and marketing agency) to performance outcomes. Using data from field interviews of managers an empirical model was tested. The results showed that resources of both the outsourcer and the outsourcee are important in turning potential complementarities into higher outsourcing performance. Contrary to the common belief that outsourcing is a one-sided transaction where only the outsourcee is responsible from the performance outcomes, this study suggests that both parties involved need to combine their resource assortments in the accomplishment of the task.

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