Salesperson implementation of sales strategy and its impact on sales performance

ABSTRACT

It has been observed in the academic and practitioner literature, a disconnect between the activities of salespeople and the sales strategy espoused by sales organizations. This study examines organizational and individual factors that can influence salespersons’ willingness and ability to implement sales strategy. This paper also seeks to examine the performance implications of sales strategy implementation by salespeople. Data were collected from a sample of 190 business-to-business salespeople in different industries. The study’s hypotheses were tested using partial least squares (PLS). The results of the study show that the different types of sales force control (behavior control and outcome control) has contrasting effects on salesperson market and technical knowledge and salesperson implementation of sales strategy. The results also demonstrate that when salespeople implement sales strategy as part of their sales process, it has a positive effect on their sales performance.     

Managerial Role Motivation and Role-related Ethical Orientation in Hong Kong

Journal of Business Ethics - Is there a relationship between the psychological construct of hierarchic managerial role motivation and the moral construct of role-related ethical orientation? In...     

Effects of Multichannel Coordination and E-Commerce Outsourcing on Online Retail Performance

This article assesses the role of multichannel coordination strategy in impacting online performance, and the need for E-commerce functions outsourcing at the initial stages of multichannel integration. Our findings indicate that a higher degree of interchannel coordination increases retailers' online sales. The article also concludes that integrated retailers that outsource more E-commerce functions, such as Web site hosting, site design, content development, order processing, E-mail marketing, Web performance monitoring, and E-logistics, do not show higher online sales performance than those who develop them in-house. Managerial implications of these findings are proposed, and directions for future research are outlined. Based on prior conceptual research, the article develops and empirically tests the construct of multichannel coordination.     

经理持股和经营绩效：经理持股激励功能的实证评价

本文通过实证研究发现,经理持股对公司绩效具有显著的积极影响,即使在控制了经理现金报酬、企业规模和行业属性的影响之后,这种显著性仍然存在,并考察了经理现金报酬、企业规模和行业属性对经理持股的影响程度,结果发现经理持股与经理现金报酬间存在着显著的激励互补效应,经理持股表现出显著性较弱的规模递减效应,但没有观察到行业属性对经理持股的普遍效应,只有信息技术产业类公司具有显著较高的经理持股水平.     

“妒能”如何变成“赋能”：职场妒忌对工作绩效的影响

职场妒忌是工作中非常普遍的现象,以往研究主要聚焦在职场妒忌的“阴暗面”,却未能对其积极效应给予足够的关注。基于自我一致性理论,并结合Arnold的行动序列作为整体逻辑,探讨了职场妒忌与工作绩效的内在作用机制。研究结果表明：职场妒忌对工作绩效具有显著的正向影响;内在动机与观察性学习分别在职场妒忌对工作绩效的影响中起部分中介作用;内在动机与观察性学习在职场妒忌与工作绩效之间存在链式的中介作用;职场友谊对“职场妒忌内在动机观察性学习工作绩效”这一链式中介路径起调节作用,即职场友谊越高,职场妒忌对内在动机的正向作用越强,内在动机与观察性学习在职场妒忌与工作绩效之间的链式中介作用越强。     

员工参与对于预算管理绩效影响的路径分析

本文以路径分析方法为基础,对我国上市公司内员工参与和管理绩效之间的关系进行了实证研究。研究结果发现,员工对于预算目标的接受度会对员工参与和管理绩效之间的关系产生影响,其影响程度会受到预算目标困难度的调节,预算目标困难度高时,员工参与可经由强化预算目标接受而间接提升预算管理绩效;困难度低时,则无此效果。     

销售绩效相关影响因素的实证研究

作为企业与顾客之间纽带的销售人员的绩效会直接影响企业的生存与发展。然而,当前国内对于销售人员绩效的影响因素的系统研究尚属凤毛麟角。文章基于国外20多年的相关研究成果,通过文献研究、实地调研和实证研究相结合的方法,揭示出影响我国销售人员绩效的相关影响因素及其作用机制。研究表明:销售人员行为绩效和销售区域设计满意度对销售绩效有显著影响;报酬制度和销售控制体系对销售绩效有显著影响。其中,组织承诺在报酬制度、销售控制体系与销售绩效的关系中起到媒介作用。     

自我监控人格对销售绩效的影响研究

销售人员绩效高低直接影响公司的生存与发展。现有自我监控与个体绩效的关系研究结果存在不一致。本文以保险销售员为研究对象，采用结构方程和层次回归方法，研究自我监控人格与个体销售绩效之间的关系，研究提出并验证了销售员自我监控人格与销售绩效呈倒“U”型关系的假设，期望能为提高企业绩效和销售管理有所贡献。     

正式控制对销售绩效的影响机制研究--一个被中介的调节作用模型

基于目标设定理论,构建了一个被中介的调节作用模型,探讨正式控制(包括结果控制和行为控制)对销售人员绩效的影响。实证结果表明：结果控制、行为控制分别与销售绩效显著正相关;结果控制与行为控制对销售绩效有交互的影响效应,结果控制与行为控制较强时,销售绩效更高;销售人员的顾客导向行为对上述交互效应与销售绩效的关系起部分中介作用。本研究的结论说明销售管理者需要通过结果控制为下属设置目标,配合使用行为控制提供反馈,从而激发销售人员迎合顾客需求的销售行为,提升其销售绩效。     

Employee experienced HPWPs and job performance: Roles of person-job fit and intrinsic motivation

The extant research on high performance work practices (HPWPs) mainly focuses on the organization level, with little research exploring employee experienced HPWPs and their impact on individual work outcomes. Whether and how employee experienced HPWPs contribute to individual job performance is investigated in this study, using three waves of data from 318 subordinate-supervisor dyads in three big auto manufacturing companies in China. Results show that HPWPs are positively related to individual job performance. Moreover, this relationship is fully mediated by employee person-job fit and intrinsic motivation.     

企业业绩组合、企业业绩差异与中报披露的时间选择--管理层的组合动机和信息操作行为

本文对中国上市公司中报和年报数据进行假设检验，以考察企业业绩组合、企业业绩差异与中报披露时间选择之间的关系。本文得出的研究结果认为上市公司管理层在中报披露和预约披露中可能存在信息操作，同时由于管理层的组合动机和信息操作行为，扭曲了年报和中报的披露时间安排。本文证实企业业绩组合、企业业绩差异对中报披露的时间选择有显著影响。     

基于生产要素密集度的高管人员报酬激励与公司绩效研究

本文研究了不同要素密集产业上市公司高管报酬激励与公司绩效的关系。实证结果表明,在不同的要素密集产业类型中,高管报酬激励对公司绩效影响不同。在劳动密集型公司中,高管持股比例和高管年度收入与公司绩效呈显著正相关关系。而在技术密集型公司和资本密集型公司中,高管报酬激励变量与公司绩效不存在显著相关关系。另外,研究还发现国有终极产权不利于公司绩效的改善,对公司绩效有负面影响。     

Strategic Alignment,Performance, and Value

ABSTRACT

The paper discusses the reaching of superior value based on strategic alignment and the adoption of performance measurement systematics, which are based on multiple and integrated perspectives, using primary data obtained through the survey of companies of high complexity and impact in the Brazilian economy. The operationalization was developed from the adoption of multivariate analysis, which revealed the existence of correlations between the variables studied, reinforcing assumptions about reaching superior value based on the improvement of the mechanisms that support the strategic management dimensions with the backdrop of performance management practices based on the principles of Kaplan and Norton (2001 Kaplan , R. S. , and Norton , D. P. (2001). Organização Orientada para a Estratégia . Rio de Janeiro : Campus. [Google Scholar]) for organizations focused on strategy and the Balanced Scorecard approach. The findings confirm the importance of the association among strategic alignment vectors to reach a superior value and the existence of different clusters of organizations dedicated to reach and support value, mainly through combining the organization's relational capabilities (Soft Skills). The study deepens the discussion on strategic alignment of organizations through the introduction and testing of the Institutional Steering, Performance Maturity, and Balanced Performance constructs.     

管理防御视域下的管理者特征与公司业绩研究

在信息不对称和契约不完备的情况下,自利管理者与股东之间的利益冲突,引发管理者固守职位并最大化自身效用的管理防御行为。通过选择管理者年龄、管理者任期、管理者学历、管理者持股比例和管理者薪酬等特征变量,选取2003-2008年间6年连续上市的A股上市公司面板数据,从管理防御视角考察管理者特征与公司业绩的相关性。研究表明管理者年龄、管理者学历和管理者薪酬与公司业绩显著正相关,管理者任期与业绩显著负相关,管理者持股对业绩有负面影响。     

Antecedents and Performance Outcomes of Strategic Environmental Sourcing: An Investigation of Resource‐Based Process and Contingency Effects

This study develops an understanding of the antecedents and performance‐related consequences of strategic environmental sourcing (SES). Institutional pressure and the firm's environmental engagement serve as antecedents to SES, with performance dimensions including environmental, product development, and product quality performance. While direct relationships between these dimensions and SES have been studied in prior work, the present research adds greater specificity and depth by investigating process and contingency effects on product‐level outcomes. The resource‐based theory provides the theoretical motivation for these relationships, which are tested via survey data collected from sourcing professionals in the U.S. manufacturing industry. The results emphasize environmental engagement as an important process element between institutional pressure and SES, and highlight the ability of institutional pressure to strengthen the relationship between environmental engagement and SES. Environmental performance was found as an influential conduit in the relationship between SES and both product quality and product development performance, with SES also serving as a contingency.     

企业内部审计需求动机研究:文献综述与未来发展

目前,对内部审计需求动机的研究主要以代理理论为基础,以内部审计规模作为因变量来分析内部审计的需求动机。而内部审计需求动机大致可分为三类:治理动机、管理动机、外部环境动机。治理动机下的内部审计,主要解决第一层代理关系中经理层的道德风险和逆向选择行为;管理动机下的内部审计,主要解决组织内部第二层及以下委托代理关系因分权管理产生的各种复杂问题;外部环境动机下的内部审计,主要为了应对激烈的竞争或降低风险。     

Business Ethics and Moral Motivation: A Criminological Perspective

The prevalence of white-collar crime casts a long shadow over discussions in business ethics. One of the effects that has been the development of a strong emphasis upon questions of moral motivation within the field. Often in business ethics, there is no real dispute about the content of our moral obligations, the question is rather how to motivate people to respect them. This is a question that has been studied quite extensively by criminologists as well, yet their research has had little impact on the reflections of business ethicists. In this article, I attempt to show how a criminological perspective can help to illuminate some traditional questions in business ethics. I begin by explaining why criminologists reject three of the most popular folk theories of criminal motivation. I go on to discuss a more satisfactory theory, involving the so-called “techniques of neutralization,” and its implications for business ethics.

Impact of CRM technology on sales process behaviors: empirical results from US,Europe, and Asia

Purpose: The diffusion of customer relationship management (CRM) systems across the globe, over the last decade, has created a need to improve the understanding of the impact of technology on the sales process from a global perspective. The authors examine how CRM technology impacts the sales process (creating opportunity, managing opportunity, and managing relationships) in three regions of the world (US, Europe, and Asia).

Methodology/Approach: The differences among US respondents (n = 789), European respondents (n = 327), and Asian respondents (n = 91) were explored. A multivariate analysis of variance (MANOVA) was conducted on creating opportunity, managing opportunity, and managing relationships, with dichotomized CRM effectiveness and geography (US/Europe/Asia) as factors.

Findings: The MANOVA revealed a significant influence of CRM effectiveness, but a non-significance for geography and a non-significance for the interaction between CRM effectiveness and geography. This pattern of results suggests that CRM effectiveness leads to significant differences in sales processes; however, these influences are not qualified by the geography to which the firm belongs. Ensuing univariate Analysis of Varirances (ANOVAs) revealed a significant influence of CRM effectiveness on creating opportunity, managing opportunity, and managing relationships, but not for firm–geography or its interaction with CRM effectiveness. Post hoc tests revealed that firms high on CRM effectiveness were better at creating opportunity, managing opportunity, and managing relationships. Differences in CRM effectiveness lead to significant differences in sales processes; however, these influences once again are not qualified by the geography to which the firms belong.

Originality/Value Contribution: This study provides several contributions to the stream of research focused on CRM globally. First, due to globalization, CRM use and process can be more standardized across regions and cultures. With the evolution of technology such as Web 2.0 and cloud computing, barriers to communicating and exchanging information, regardless of time zone or location, have been decreased. A US firm’s use of a CRM platform can essentially capture the same information on a client that a firm in Europe or Asia also manages. CRM’s ultimate measure of success is for the buyer–seller relationship process to positively impact the level of business conducted.     

Managerial power,perquisite consumption and the efficiency of property right system: Evidence from Chinese listed companies

This research uses data of Chinese listed companies during 2001–2004 to test the effects of managerial power on perquisite consumption and firm performance from the perspectives of CEO duality, ownership dispersion and long-term tenure of top executives. Results show that companies with higher managerial power tend to incur higher perquisite consumption, while their performance does not improve accordingly. Moreover, perquisite consumption fails to offer effective incentives to managers, and non-state-controlled listed companies have greater managerial power, higher perquisite consumption, and worse performance than that of their state-controlled peers. Results also show that managerial power is an important factor influencing compensation incentive.