Search results

1 – 10 of 404
To view the access options for this content please click here
Article
Publication date: 6 March 2017

Pablo Farías, Eduardo Torres and Roberto Mora Cortez

The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a…

Abstract

Purpose

The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity.

Design/methodology/approach

This is a conceptual paper supported by a case study.

Findings

The authors contribute to the literature by operationalizing the salesperson lifetime value concept and introducing new important aspects in comparison with previous discussions, including peer effect, recruitment/hiring cost and termination costs.

Originality/value

This manuscript theoretically and practically contributes to personnel value management in the organization and sales force financial control. The authors introduce peer effects, hiring/recruitment costs and termination costs, which are missing as a set in previous research. In addition, this paper offers a simple but robust model to practitioners’ use.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 1 February 1997

Harry A. Harmon

Explores equity theory and its implications for the promotion system in a sales organization. Argues that the increasing number of female sales representatives will…

Abstract

Explores equity theory and its implications for the promotion system in a sales organization. Argues that the increasing number of female sales representatives will encourage the promotion of women to sales management positions and increase the perception of inequity by male sales managers. Offers several propositions; notes the consequences of perceived inequity; suggests preventive measures; and discusses future research implications.

Details

Marketing Intelligence & Planning, vol. 15 no. 1
Type: Research Article
ISSN: 0263-4503

Keywords

To view the access options for this content please click here
Article
Publication date: 1 January 1993

Janet R. McColl‐Kennedy, Geoffrey C. Kiel and Susan J. Dann

Reports a study of the salesforce compensation practices inmanufacturing companies which is the first of its kind undertaken inAustralia. Australian companies rely heavily…

Abstract

Reports a study of the salesforce compensation practices in manufacturing companies which is the first of its kind undertaken in Australia. Australian companies rely heavily on salary as the main form of salesforce compensation, unlike in the USA where the majority of salespeople are rewarded using commission‐based means. To a lesser extent, this is also true for Britain. The companies in this study, like many European firms, make relatively little use of performance‐related compensation methods such as commission. These findings are surprising, given that most companies reported that the main objective of their compensation plans was to reward above average performance. Such discrepancies between objectives and methods appear to be widespread and can, in part, be related to the social and legal environment in which Australian companies operate.

Details

Marketing Intelligence & Planning, vol. 11 no. 1
Type: Research Article
ISSN: 0263-4503

Keywords

To view the access options for this content please click here
Article
Publication date: 13 February 2019

Ilgım Dara Benoit, Thomas Brashear Alejandro, Jeffrey Foreman, Christian Chelariu and Shawn Bergman

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce

Abstract

Purpose

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and turnover.

Design/methodology/approach

This study uses structural equation modeling to analyze survey data from 402 business-to-business salespeople.

Findings

As discrete foundational norms, distributive, procedural and interactional (interpersonal, informational) justice develop higher-order norms of relationalism, which then reflect on increased commitment and reduced turnover intention of the salesforce. Among the justice norms, interpersonal justice has the strongest impact on relationalism.

Research limitations/implications

The paper shows how each justice norm has a distinct impact in shaping relational norms, and that interpersonal justice has the highest impact. In addition, with enhanced relationalism salespeople become more committed and have lower turnover intentions. Future research could use a longitudinal study, present manager’s side in the model and measure and compare the impact of supervisor- versus organization-focused justice.

Practical implications

To enhance relationalism, and thus in turn increase commitment and decrease turnover intention of salesforce, sales managers should pay attention to the salespeople’s perceptions of justice norms (distributive, procedural, informational and interpersonal justice), especially interpersonal justice, as it has the highest impact on relationalism. The specific ways to enhance justice perceptions are discussed.

Originality/value

This paper is the first to show how each justice norm is unique in its importance to shape the relationship between sales manager and salespeople in a way that increases the quality of relational norms, governing the relational process into a highly committed one. It also shows that among the four justice norms, interactional justice has the highest impact on relationalism. In addition, this is the first study to show that relationalism decreases turnover intention of salespeople.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 1 February 2016

Charles H. Schwepker Jr

The purpose of this research is to further understand salesperson distributive justice judgments by examining two controllable factors that may influence these…

Abstract

Purpose

The purpose of this research is to further understand salesperson distributive justice judgments by examining two controllable factors that may influence these perceptions: sales leadership (i.e. servant leadership) and salesforce control (i.e. quota).

Design/methodology/approach

The sample included 279 business-to-business salespeople from across the USA. Structural equation modeling was used to analyze the data.

Findings

Servant leadership and salesperson participation in quota setting both positively impact distributive justice perceptions (i.e. fairness in reward allocation), which subsequently affect salespeople’s commitment to providing superior customer value.

Originality/value

First study to empirically examine connections between servant leadership, distributive justice and commitment to customer value in the salesforce.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 1 January 1988

David Shipley and Julia Kiely

The need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are…

Abstract

The need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are reviewed and the results of a 1985 investigation of British industrial salespeople's views on motivation and dissatisfaction are analysed. Implications concerning the Dual Factor Theory and industrial salesforce management are examined.

Details

European Journal of Marketing, vol. 22 no. 1
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article
Publication date: 7 December 2020

Barbara Barney-McNamara, James Peltier, Pavan Rao Chennamaneni and Keith Eric Niedermeier

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of…

Abstract

Purpose

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales researchers. Rather than merely a new tool, social selling redefines the traditional sales process. However, the literature is spread across topics of social media and sales, social customer relationship management, salesforce automation and social selling, and does not provide an agreed-upon definition or tested construct for implementation.

Design/methodology/approach

The paper presents a comprehensive literature review of social selling and all related terminology.

Findings

The authors propose a social selling framework that includes personal branding, information exchange, networking and social listening to define and outline the construct while suggesting the antecedents and outcomes to guide future research. Findings from a literature review include outlining key theories used in social selling research.

Originality/value

This review offers a conceptual framework of social selling, including both antecedents and outcomes, to inform future research and guide academics and practitioners.

Details

Journal of Research in Interactive Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2040-7122

Keywords

To view the access options for this content please click here
Article
Publication date: 1 February 1992

Masaaki Kotabe, Alan J. Dubinsky and Chae Un Lim

Reports the results of a study that examined industrialsalespeople′s perceptions of organizational fairness (a measure ofperceived equity) across the United States, Japan…

Abstract

Reports the results of a study that examined industrial salespeople′s perceptions of organizational fairness (a measure of perceived equity) across the United States, Japan and Korea. Prior research has found that employees′ perceived equity is associated with several job‐related responses, such as worker job satisfaction, absenteeism and turnover. Preliminary evidence suggests that perceived equity may be culturally based. Findings of the investigation indicate that salesperson perceptions vary across the three countries. Discusses the implications of the findings.

Details

International Marketing Review, vol. 9 no. 2
Type: Research Article
ISSN: 0265-1335

Keywords

To view the access options for this content please click here
Article
Publication date: 1 March 1993

In this special marketing abstracts issue of Marketing Intelligence & Planning a variety of topics of interest to the marketer are highlighted from the international…

Abstract

In this special marketing abstracts issue of Marketing Intelligence & Planning a variety of topics of interest to the marketer are highlighted from the international selection of journals which feature on the Anbar coverage list. The value of a forum such as this is that quality material can be brought to the attention of the reader to which they would not otherwise be exposed. For example, would you normally take Datamation, Industrial Engineering, or The Ohio CPA?

Details

Marketing Intelligence & Planning, vol. 11 no. 3
Type: Research Article
ISSN: 0263-4503

To view the access options for this content please click here
Article
Publication date: 1 February 2000

Joseph Mariathasan

Explains that derivatives sellers see insurance companies, because of their representation of some of the biggest financial groups, as a prime target worldwide. Goes on to…

Abstract

Explains that derivatives sellers see insurance companies, because of their representation of some of the biggest financial groups, as a prime target worldwide. Goes on to show the part played by insurance companies using derivates. States that there are only 3 areas where options, generally, can be used in the context of investment management for the insurance companies: use by individual fund managers of stock options; transformation of wholesale products into retail products; and the use of options at balance sheet level. Summarizes that large insurance companies need to fit use of equity and bond derivatives within understandable policies.

Details

Balance Sheet, vol. 8 no. 1
Type: Research Article
ISSN: 0965-7967

Keywords

1 – 10 of 404