The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

Füsun Altıntas (Department of Economics and Administrative Sciences, Uludag Universitesi, Bursa, Turkey)
Feride Bahar Kurtulmusoglu (Baskent University, Ankara, Turkey)
Murat Hakan Altintas (Department of Economics and Administrative Sciences, Uludag Universitesi, Bursa, Turkey)
Hans-Rudiger Kaufmann (Hochschule Mannheim, Mannheim, Germany)
Sanem Alkibay (Gazi Universitesi, Ankara, Turkey)

EuroMed Journal of Business

ISSN: 1450-2194

Publication date: 3 July 2017

Abstract

Purpose

The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.

Design/methodology/approach

In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis.

Findings

The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance.

Originality/value

This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.

Keywords

Citation

Altıntas, F., Kurtulmusoglu, F.B., Altintas, M.H., Kaufmann, H.-R. and Alkibay, S. (2017), "The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance", EuroMed Journal of Business, Vol. 12 No. 2, pp. 221-240. https://doi.org/10.1108/EMJB-12-2016-0037

Publisher

:

Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited

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