Value quantification capabilities in industrial markets |
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| Institution: | 1. European University Viadrina, Große Scharrnstraße 59, D-15230 Frankfurt (Oder), Germany;2. Freie Universität Berlin, Marketing-Department, Arnimallee 11, D-14195 Berlin, Germany;3. Aalen University, School of Business, Beethovenstr. 1, D-73430 Aalen, Germany;1. Hinterhuber & Partners, Falkstrasse 16, 6020 Innsbruck, Austria;2. Case Western Reserve University, Weatherhead School of Management, 10900 Euclid Avenue, Cleveland, OH 44106, USA;1. Åbo Akademi University, Industrial Management, Piispankatu 8, Turku FI 20500, Finland;2. Nordea Bank AB (publ), Finnish Branch, Satamaradankatu 5, Helsinki FI 00020, Finland;1. Department of Management, Lingnan University, Hong Kong, China;2. School of Public Administration, Renmin University, China |
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| Abstract: | This study explores the origins and benefits of value quantification capabilities in industrial markets. After polling 131 US industrial sales and account managers, this study finds that value quantification capabilities improve firm—but not individual sales manager—performance. Second, in stable markets, the effect of value quantification capabilities on firm performance is stronger than in dynamic markets. Third, the study finds that the following psychological traits are positively related to the individual value quantification capability: risk taking and creativity, sales manager questioning style, customer-oriented selling, and cross-functional collaboration. This study suggests that value quantification capabilities benefit firm performance especially in stable markets, it explores attitudinal and behavioural traits underlying value quantification capabilities, and it highlights the need for further studies exploring the circumstances under which value quantification capabilities improve individual sales manager performance. |
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