AUTHOR: Gabler, Colin B.
Salesperson Ambidexterity and Customer Satisfaction
Raj Agnihotri, PhD, Colin B. Gabler, PhD, Omar S. Itani, PhD,
Fernando Jaramillo, PhD, and Michael T. Krush, PhD
To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?