Discussion
This study advances understanding of the processes, facilitators, and varied outcomes of SMSCs across functional roles. In this effort, we identify four dimensions associated with the temporary nature of SMSCs (marketing preparation, salesperson preparation, joint preparation, joint follow-up); three categories of SMSC facilitators (product, marketing, and customer facilitators); and detail positive outcomes (salesperson and marketer benefits) as well as negative outcomes (customer, marketer, and salesperson drawbacks) that span the interfacing roles of SMSCs. Collectively, this study on SMSCs responds to multiple calls to further understand the intra-team processes and the moderators of success among selling teams (e.g., Ahearne et al., 2010; Evans et al., 2012; Jones et al., 2005; Mengüç et al., 2013).
