Journal ArticleDOI
Examining sales force performance in organizations that use behavior-based sales management processes
Ken Grant,David W. Cravens +1 more
TLDR
The results of a study of 146 field sales managers in 58 Australian sales organizations indicate that sales forces with high behavior and outcome performance experience a greater extent of sales manager monitoring, directing, evaluating, and rewarding than those with lower performance as discussed by the authors.About:
This article is published in Industrial Marketing Management.The article was published on 1996-09-01. It has received 50 citations till now. The article focuses on the topics: Sales management & Sales order.read more
Citations
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Journal ArticleDOI
Antecedents and consequences of adaptive selling confidence and behavior: A dyadic analysis of salespeople and their customers.
Sergio Román,Dawn Iacobucci +1 more
TL;DR: In this article, the authors distinguish, measure, and model the attitudinal and behavioral aspects of adaptive selling, something that is encouraged but not thoroughly examined in the literature, and the implications for management and theory are discussed.
Journal ArticleDOI
The joint contribution of marketing and sales to the creation of superior customer value
TL;DR: In this paper, the authors propose a model of antecedents to superior customer value creation elaborating on literature that deals with marketing capabilities and marketing-sales relationship, and they hypothesize that a firm's long-term strategic orientation, effective marketing and sales relationship, the use of a direct sales force and customer-oriented salespeople positively affect superior product value creation and market performance.
Journal ArticleDOI
Determinants and consequences of ethical behaviour: an empirical study of salespeople
Sergio Román,José Luis Munuera +1 more
TL;DR: In this paper, the authors identify and analyse several key antecedents and consequences of the ethical behaviour of salespeople and show companies insights into how to foster ethical sales behaviour and the positive consequences that this behaviour has on their salespeople.
Journal ArticleDOI
SMEs and Marketing: A Systematic Literature Review
Roberta Bocconcelli,Marco Cioppi,Fulvio Fortezza,Barbara Francioni,Alessandro Pagano,Elisabetta Savelli,Simone Splendiani +6 more
TL;DR: In this article, a systematic review of recent academic literature analyzing the role, organization and management of marketing activities in small and medium-sized enterprises (SMEs) is presented, revealing, on the one hand, the emerging role of networks and information and communication technologies in marketing behavior by SMEs, and on the other hand a research gap in terms of specific marketing practices.
Journal ArticleDOI
Salesforce performance and behaviour‐based management processes in business‐to‐business sales organizations
TL;DR: In this paper, a study of sales management in UK companies, which explores the relationship between behaviour-based control systems and outcome based control systems, is presented, which suggests a number of important avenues for improving salesforce performance.
References
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Journal ArticleDOI
The determinants of salesperson performance: A meta-analysis.
TL;DR: In this article, the authors use meta-analysis techniques to investigate the evidence that has been gathered on the determinants of salesperson's performance, and a search of the published and unpublished literature un...
Journal ArticleDOI
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems:
Erin Anderson,Richard L. Oliver +1 more
TL;DR: In this article, the authors compare and contrast forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors in terms of emerging theories in economics.
Journal ArticleDOI
Adaptive Selling: Conceptualization, Measurement, and Nomological Validity:
Rosann L. Spiro,Barton A. Weitz +1 more
TL;DR: In this paper, a 16-item scale is developed to measure the degree to which salespeople practice adaptive selling, i.e., the extent to which they alter their sales presentation across and during customer interactions.
Journal ArticleDOI
Measuring the performance of industrial salespersons
TL;DR: A self-report performance scale developed and evaluated based on the responses of 200 salespersons and 42 managers from five major industrial firms is presented in this article, where issues relevant to measuring the performance of industrial salesperson are reviewed.
Journal ArticleDOI
Behavior-based and outcome-based salesforce control systems
TL;DR: This paper developed a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the performance and effectiveness of a sales organization's control systems.
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