Relationship Marketing Teams

Helfert, Gabriele; Gemünden, Hans Georg

doi:10.1007/978-3-322-81926-0_5

Cited by 5 publications

(10 citation statements)

References 37 publications

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“…In keeping with the classification of Helfert and Gemünden (2005) as well as Arnett and Badrinarayanan (2005) we will differentiate between team composition and team processes. In keeping with the classification of Helfert and Gemünden (2005) as well as Arnett and Badrinarayanan (2005) we will differentiate between team composition and team processes.…”

Section: Success Factors Specific To a Teammentioning

confidence: 99%

“…In regard to the size of the KAM team, Helfert and Gemünden (2005) say: as large as necessary and as small as possible. In regard to the size of the KAM team, Helfert and Gemünden (2005) say: as large as necessary and as small as possible.…”

Section: Team Compositionmentioning

confidence: 99%

“…In regard to the qualitative aspects of the team composition, Helfert and Gemünden (2005) differentiate between certain technical/functional and social competencies that must be covered by a KAM team.…”

Section: Team Compositionmentioning

confidence: 99%

“…8.2.1 (empathy, communication skills, adaptability, capacity for teamwork, assertiveness), as well as a sense of justice and the capacity for cooperation (Helfert and Gemünden 2005) and the ability to practice collaborative leadership: "As products become more complex, firms' use of cross-functional teams means that salespeople must stay on top of multiple learning curves and must exercise inclusive leadership skills while keeping their teams' focus on customer needs and wants" (Jackson et al 2010, p. 402). 8.2.1 (empathy, communication skills, adaptability, capacity for teamwork, assertiveness), as well as a sense of justice and the capacity for cooperation (Helfert and Gemünden 2005) and the ability to practice collaborative leadership: "As products become more complex, firms' use of cross-functional teams means that salespeople must stay on top of multiple learning curves and must exercise inclusive leadership skills while keeping their teams' focus on customer needs and wants" (Jackson et al 2010, p. 402).…”

Section: Team Compositionmentioning

confidence: 99%

“…Team standards, team objectives, team cohesion and team communication have emerged as particularly important (Helfert and Gemünden 2005). They can inspire or impede the team's success.…”

Section: Team Processesmentioning

confidence: 99%

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Business Relationship Management and Marketing

Kleinaltenkamp¹,

Plinke²,

Geiger³

2015

Springer Texts in Business and Economics

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Section: Success Factors Specific To a Teammentioning

confidence: 99%

Section: Team Compositionmentioning

confidence: 99%

Section: Team Compositionmentioning

confidence: 99%

Section: Team Compositionmentioning

confidence: 99%

“…Team standards, team objectives, team cohesion and team communication have emerged as particularly important (Helfert and Gemünden 2005). They can inspire or impede the team's success.…”

Section: Team Processesmentioning

confidence: 99%

See 3 more Smart Citations