Working Papers

How to Identify and Better Manage Hunters and Farmers in the Sales Force

Thomas E. DeCarlo and Son K. Lam

Dec 22, 2014

In three empirical studies, examines the antecedents and moderating factors that influence salesperson hunting and farming orientations, and effects of salesperson ambidextrous behavior (i.e., having both orientations) on individual salesperson-generated profit margins.

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