Sales management control level and competencies: Antecedents and consequences

The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has neglected two important issues. First, the impact of market orientation on sales manager control approaches has not been previously considered. Second, sales manager competencies in behavior-based control have not been examined, as research has focused on the level and form of control. Market orientation and the critical sales skills required of salespeople have strong antecedent relationships with sales manager control. Also, sales manager control competencies play a significant role in shaping salesperson performance, and the impact of control competencies is larger than control level. Sales manager control competencies play an important mediating role between sales manager control level and salesperson performance and sales organization effectiveness. Our findings are based on a study of British companies in which five hundred sales managers were sent surveys and 300 usable responses (a response rate of 60%) were returned. Three important implications derived from this study include: (1) sales managers need to translate market orientation into sales force behaviors; (2) control strategy should be aligned with sales force priorities; and (3) time and resources should be invested in training sales managers.     

Sales force technology usage—reasons, barriers, and support: An exploratory investigation

Increasingly, salespeople are being asked to adopt and use a variety of technologies to increase their selling productivity and efficiency, including sales force automation and customer relationship management technologies. However, little research has investigated what happens once sales force automation (SFA) technology is adopted. This paper explores the reasons why salespeople use SFA technologies, the perceived barriers to SFA usage and how management can increase the usage of SFA technology. First, a qualitative study was performed to gain insight about salespeople's automation technology usage and the reasons why some salespeople fully use or do not utilize technology. After the initial study, 130 salespeople were surveyed. More productivity/efficiency was the main reason why salespeople use technology, the lack of management and technical support proved to be the main barrier to usage, and training proved most effective in increasing usage of SFA technology. Sales managers are provided with implications of the findings.     

Global sales training: In search of antecedent, mediating, and consequence variables

This study proposes a framework that identifies and explains the relationships of input, mediating, and output variables for global sales training programs. Input or antecedent variables include high-quality: determination of sales training needs, objective setting, designing/implementing the training program, and evaluating training outcomes. The mediating variable culture is measured by a latent indicator: managers' perceived importance/perceived adequacy. The output or consequence variable is the quantitative improvement a firm measures in sales force performance that results from global sales training in the form of increases in sales revenue, profitability, decreased customer complaints, and/or reduced selling expenses. This framework is an initial attempt to synthesize existing knowledge about how to conduct effective sales training programs in cross-cultural settings. The article also offers research propositions that can be tested to advance our understanding of global sales training, discusses managerial implications, identifies limitations encountered by global sales training practitioners, and suggests future study opportunities for researchers.     

Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors

The trade and academic literature is replete with observations that many sales organizations are in the midst of a redefinition of the strategic role of their sales forces. With today's market forces, change is overdue in many sales organizations. Consequently, the issue of whether the sales force is becoming obsolete has come to the forefront in recent years. As business environments change rapidly, the relevance of the modern sales force comes into question. Data were gathered from 245 midlevel sales and marketing executives on perceived sales force obsolescence. Our findings suggest that obsolescence is a phenomenon for sales organizations to address. The main findings of our study are (1) obsolescence is a phenomenon that affects sales professionals' feelings toward the job (job satisfaction) and outcomes (performance); (2) a firm's market orientation is very important in lowering perceived obsolescence; (3) a learning orientation is important in detecting symptoms of obsolescence; (4) age and education are related to perceptions of obsolescence depending on the type of industry in which the sales force competes: high- or low-tech; and (5) organizational changes can also have a bearing on the sales force's perceptions of obsolescence.     

Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls

This article addresses the integration of sales channels after mergers and acquisitions (M&A) by appraising the strengths, weaknesses, and biases associated with the four most common frameworks for evaluating sales channels (sales management, historical performance, strategic fit, and customer choice) for their appropriateness in a post-M&A context. The authors develop a methodological approach that uses a balanced-scorecard framework to guide managers through the sales channel integration process, and then apply this approach to the merger of two industrial firms' sales organizations across 21 territories. In so doing, they reveal various pitfalls and propose and test some analytical corrections. Longitudinal performance data support comparisons across the different evaluative frameworks; in particular, the sales management and customer choice frameworks provide the most insight into channel partners' post-integration performance. The results support the premise that channel integration can be improved by accounting for factors unique to the M&A context and using an approach that triangulates multiple perspectives.     

Sales force reactions to corporate social responsibility: Attributions, outcomes, and the mediating role of organizational trust

Corporate social responsibility (CSR) is gaining momentum among researchers and practitioners. In spite of this extensive interest, systematic research regarding the effects of CSR on other stakeholder groups, besides consumers, remains sparse. Based on a field study in a global Fortune 500 consumer packaged goods company, we examine sales force attitudinal and behavioral outcomes of company's partnership with a United Nations (UN) philanthropic organization. Specifically, we seek to examine whether sales force perceptions of CSR motives influence their evaluation of CSR actions. Findings indicate that egoistic-driven motives negatively influence salesperson trust in the company, whereas stakeholder- and values-driven motives positively influence salesperson trust; however, strategic-driven attributions do not have an influence on salesperson trust. The results further reveal the mediating role of trust in the relationship between sales force attributions and outcomes including loyalty intentions and positive word-of-mouth.     

Reengineering of materials management system: A case study

A business process reengineering (BPR) project relating to the materials management function of a cement manufacturing plant is presented in this paper. The BPR project evolved out of an organisation development (OD) intervention initiative. Such an intervention aimed at improving value innovation capability of materials management professionals of a large cement manufacturing plant in India. The proposition here is that the value metrics relate to inside-in value innovations in order to deliver inside-out value to the customers in the face of fierce competition in Indian Cement industry. Materials of all types used in a cement plant constitute 60–70% of the total cost and hence the effective operations of procurement and inventory are the critical success factors for strategic value innovations and thereby competitiveness. The primary emphasis in this project was on learning and implementation, by creating an urgency for instilling responsible leadership and building organic partnership through knowledge networking.     

A comparative analysis of new product development by Italian and Japanese manufacturing companies: A case study

Based on survey data from Italian and Japanese companies, six measurement scales are developed for practices, process, strategic guide, and capabilities for new product development as potential determinants of its financial performance, that is, attainment of profit goals and revenue goals. By employing a regression model with a country dummy variable, the differential determinants of financial goals attainment between Italian and Japanese samples are estimated. A significant difference can be found in the impact of new product development capabilities on profit goals attainment only. Then, we evaluate the level of improvement in explanatory power by dividing the pooled sample into two and enabling regression coefficients to take different values, and find no evidences of the significant improvement. Technology and marketing capabilities concerning new product development are demonstrated to be overwhelmingly important to financial performance.     

Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research

Sales organizations are continuously developing new ideas and approaches to be more competitive. One of the approaches taken by most successful organizations is the move from individuals to boundary-spanning, cross-functional teams. Sales teams are being employed to counter efforts by buying organizations to form buying centers. It is proffered in this paper that organizations that are ready for change are conducive to enhancement of sales team learning. Organization readiness for change is a condition impacted by a variety of organizational antecedent variables such as culture and climate. This paper proposes that sales team learning is impacted by team members' perceptions of the organization's readiness for change. In addition, we also posit the moderating influence of two environmental variables: turbulence and competitive intensity on the relationship between readiness for change and sales team learning. Sales team learning is then proposed to be related to a variety of sales outcomes. In this paper, we present a conceptual framework for understanding the contexts in which team learning occurs and the impact of team learning on team effectiveness. Throughout the paper, we present research propositions that provide opportunities for future examinations of team learning.     

Making sense of network dynamics through network pictures: A longitudinal case study

There have been a number of attempts to describe and analyse networks and company positions in them and to help companies to manage or change their “network position” [ [H?kansson & Snehota, 1995] and [Ford et al., 2003]]. But most of these have confined their attention to a particular point in time or have looked at network evolution over a restricted time period, such as Lundgren (1995) [Lundgren, A. (1995) Technological Innovation and Network Evolution. Routledge, London and New York.] and Andersson (1996) [Andersson, Per (1996), The emergence and change of Pharmacia Biotech 1959-1995. The power of the slow flow and the drama of great events, doctoral thesis, Stockholm School of Economics, Stockholm.]. This paper is based on the idea that insights into the dynamics and evolution of networks and companies may be found by taking a longer term perspective. It uses historical documents and correspondence to examine the evolution of a network and of a single company within it over a period of close to a century. The paper highlights the fact that networks and networking are not modern inventions, but are intrinsic to the nature of business activity. The case study also provides illustration of a number of network phenomena, such as network position, networking and the paradoxes that are endemic in networks. Finally, the paper concludes with some lessons that may be drawn from the case for successful management in a network.     

Targeting agricultural research and extension for food security and poverty alleviation: A case study of fish farming in Central Cameroon

Over 5 years of participatory on-farm research, market access, profitability, farming systems productivity and economic sustainability were compared on 100 small-scale farms in Central Cameroon. Integration technology based on the use of agricultural by-products as fishpond inputs was the driver for intensification. Over all farms, fishpond productivity increased from 498 kg to 1609 kg fish/ha (2145 kg/ha/yr). During the project period, the number of active fish farmers increased from 15 to 192 (including 55 farms which participated only through information exchange). Over all farms, net returns from aquaculture increased by 5 times over pre-project levels. Productivity, intensity and profitability increased more significantly in periurban areas with good market access, compared to rural areas. Among farmers with good market access, average net income from the aquaculture enterprise rose from $118 up to $1485. Research-Extension Team (RET) support cost an average of $61,300 per year. Over 5 years, rural farmers recaptured 23% of the relevant RET investment compared to 442% by periurban farmers. Likewise, increase in production attributable to RET intervention was higher for periurban (253%) compared to rural (11.3%) fish farmers. Within 3 years of the end of extension support, rural farmers had returned to pre-project production levels, whereas periurban farms had better maintained their productivity and profitability. Findings indicate that, in areas with little or no access to markets, the number of fishponds and fish farmers can be increased and yields improved, increasing local food supplies, but sustainability in the absence of extension subsidies is questionable. To achieve either of the two principal goals for the sector, food security and/or poverty alleviation, investments need to be made in improving the availability of quality technical assistance to targeted farmers and finding means of reducing social conflict arising from perceived inequalities in the accrual of the benefits of development.     

员工工资、培训与跳槽:一个劳工合约模型

本文通过劳工合约模型论证了员工工资与企业培训之间的交替关系，并分析了企业向接受培训继而跳槽的员工收取罚金对该交替关系的影响。在跳槽率作为外生变量时．若企业不向跳槽的员工收取罚金．签约员工通常乐于以较低的工资换取更多的技能培训。鉴于此，为使劳动力流动更有利于提高生产力和降低通货膨胀，政府应采取培训导向型的收入政策．或通过货币政策和财政政策的传导，鼓励企业和雇主增加培训支出并取消跳槽罚金。     

Factors affecting ICT adoption among rural users: A case study of ICT Center in Iran

Rural ICT centers are the initiative of the third millennium and widen the accessibility horizons of information and Communication Technology among disadvantaged groups of societies, and play a significant role in rural development processes. Adoption of new technology in rural Iran has been the main challenge and focal point of all agricultural extension activities since the modernization era of the 1950s. Consequently the rapidly growing gap between urban and rural economy has reinforced the critical role of ICT in creating an equal society. Identifying the factors which foster adoption of ICT is among the important challenges of alleviating digital divide. ICT centers attract different groups within rural communities and create a forum for unprivileged rural settlers to learn about and to use computer and internet. This paper attempts to identify the factors influencing the adoption of ICT in rural Gharn Abad's ICT center of Golestan Province. The sample included 218 individuals, who were selected by stratified random sampling method. Survey method was used, and data was analyzed by correlation as well as multiple regression techniques. Based on the results, the existence of ICT center itself, with various funding sources, reinforced the adoption regardless of the users' economic status. At the same time, the other factors such as individual, social, the households' informative & communicative, as well as the innovation related factors were found influential. This case study could be used as a sample for planning, establishing, and developing the ICT centers in the other similar situations.     

Suppliers' roles in category management: A study of supplier–retailer relationships in Finland and Sweden

The purpose of this paper is to analyze suppliers' roles in category management (CM) in the context of Finnish and Swedish supplier–retailer relationships. Using data from a survey of a sample of Finnish and Swedish suppliers, the study shows that the concept of CM is well known among both Finnish and Swedish suppliers, and that most of them have experience of CM as a key operational business process. The study also shows that, in general, larger suppliers in both Finland and Sweden have a relatively strong role in CM collaboration, whereas smaller suppliers (especially in Finland) are more likely to have a lesser role in CM collaboration. Suppliers with a strong role in CM collaboration are generally more capable of influencing individual CM tactics than suppliers with an equal role to competitors or those with no role (both in Finland and in Sweden). The study also finds that the effects of CM are perceived more positively among suppliers who have influence in decision-making regarding CM collaboration than among those who have no role in such decision-making. However, the opinions of suppliers who have no role in CM collaboration are neutral, rather than being especially negative. Qualitative studies, including face-to-face discussions with managers representing manufacturers who are more or less excluded from CM collaboration, might provide a more thorough understanding of CM from their perspective.     

The effect of buyer behaviors on preferred customer status and access to supplier technological innovation: An empirical study of supplier perceptions

Buying firms are increasingly looking to suppliers for technological innovations that enhance the competitive position of their new products. However, extant research provides limited guidance on how buying firms may gain access to suppliers' innovative technologies. To address this gap in the literature, we draw from social exchange theory to posit sequential relationships among buyer behaviors, preferred customer status, and supplier's willingness to share technological innovations. We test our assertions by applying structural equation modeling statistical analyses to survey response data from 233 sales personnel of production good suppliers in the U.S. automotive industry. Whereas our results show that two buyer behaviors – early supplier involvement and relational reliability – positively affect preferred customer status, a third behavior – share of sales – has no effect. In turn, we find that preferred customer status is positively associated with supplier's willingness to share new technology with the buyer. Further, our findings indicate that preferred customer status fully mediates the benefits exchanged within a buyer–supplier relationship. Hence, our study highlights why buyers seeking innovations should take care that their behavior is appropriate for managing suppliers' perceptions. Accordingly, our results provide specific guidance to buyers as to how they may increase their access to suppliers' new technologies.     

E-health/m-health adoption and lifestyle improvements: Exploring the roles of technology readiness,the expectation-confirmation model,and health-related information activities

This purpose of this study was to investigate (a) the prevalence and patterns of e-health/m-health use in Hong Kong; (b) the activities that people engage in via health-related information platforms/apps; and (c) the roles that technology readiness, the expectation-confirmation model, and e-health/m-health activities play in predicting lifestyle improvement. Data were collected from a telephone survey, with a probability sample of 1,007 respondents aged 18 or above. Our results show that 47.2% of the respondents were regular users of e-health technologies, 23.2% were m-health users, and only 10.7% used wearables for health purposes. Among the six e-health/m-health activities identified, health tutorials and health information seeking were the most frequently used, followed by recording/monitoring and medical services. The least popular activities were reminders and sharing experiences. As expected, the component variables in the expectation-confirmation model, particularly confirmation and perceived usefulness, were the strongest predictors for lifestyle improvement. External factors, such as being older and innovative, the use of e-health/m-health activities for recording/monitoring, health tutorials, medical services, and sharing experiences, also had significant impacts. Theoretical and practical implications are discussed.     

Food waste,catering practices and public procurement: A case study of hospital food systems in Wales

This article aims to address the need for more comprehensive studies on sustainable food systems through a case study of hospital food waste in Wales, UK. Based on a mixed-method research approach that focused on the links between hospital food waste, catering practices and public procurement strategies, the article shows that the hospital meal system, in the case studied, is responsible for overall levels of food waste that greatly exceed the official percentages provided by the Health Board. In addition to showing the theoretical benefits of research that accounts for the complex interrelations between different stages of the food chain, the study raises the need for a more integrated political approach that mobilizes all actors in the food system around a shared vision for sustainable development.     

Assessment of E-government inclusion policies toward seniors: A framework and case study

Digital exclusion of seniors covers both social and technical drivers that affect the magnitude of this phenomenon. It arises from the fear of technology, reduced manual and mental abilities, socio-economic status, and also the mismatch between the technological environment and the needs of the elderly. The consideration of the needs of seniors are mainly implemented through social policies while the provision of government services is achieved through digitization policies and procedures. Our research is addressing two objectives. The first objective is to identify the main determinants affecting the adoption of e-government and its use by seniors. The second objective is to build a research framework for assessing e-government policy for the digital inclusion of the seniors from both social and technical perspectives. This research framework is then validated based on a case study of Poland. Presented framework proves to be a useful tool to evaluate and depict the areas of improvement for a comprehensive e-government policy toward seniors' inclusion.     

National information security policy and its implementation: A case study in Taiwan

Cyberspace is no longer safe. From business organizations to countries, the requirements of information security and assurance have become one of the most important functions to ensure continued operations. The goal of this study is twofold. First, we introduce the information security policy of the Taiwanese government and its current status. Then we present a successful example of governmental institute that self-adopted the information security management system (ISMS), British Standard 7799 (ISO27001). The results of this research indicate that past successful experiences, availability of documents, cost constraints, organization learning and organizational culture are important motivations of self-implementation of ISMS. Past experience of other standards, level of documentation and standardization, degree of understanding the clauses, procedures of risk management, top management support, culture of organization, existing auditing infrastructure, awareness of information security, education and compatibility with the existing procedures are the key factors of successful self-implementation of ISMS.