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Journal articles on the topic 'Sales force organization'

Author: Grafiati

Published: 10 September 2021

Last updated: 29 July 2025

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1

Madhani, Pankaj M. "Reallocating Fixed and Variable Pay in Sales Organizations." Compensation & Benefits Review 43, no. 6 (2011): 346–60. http://dx.doi.org/10.1177/0886368711413443.

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Organizations design and implement incentive plans to attract, retain and motivate their sales force. With the objective of achieving goal congruence between the sales organization and its sales force, many sales organizations implement variable pay plans. However, in the case of the sales carryover, such incentive plans do not always align sales force motivations with organization objectives. This article identifies various factors affecting sales carryover and examines its impact on the sales organization as well as the sales force. This article also recommends various strategies for mitigat

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JOHAN, AHMAD, DESSY ISFIANADEWI, and TEZZA ADRIANSYAH ANWAR. "SALES FORCE AND INTELLIGENCE STRATEGIC IN SMES PERFORMANCE: CASE STUDY OF BATIK’S ENTERPRISES IN BRINGHARJO YOGYAKARTA." JOURNAL OF BUSINESS STUDIES AND MANGEMENT REVIEW 2, no. 2 (2019): 128–36. http://dx.doi.org/10.22437/jb.v2i2.7222.

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The purpose of this study is to investigate how small & medium scale companies in managing Sales Forces owned & strategic intelligence in obtaining information amid complex competition with all its limitations. The context of Small & Medium Enterprises (SMEs). Sales Force is the key to the strength of organizational success. Frequent interaction with consumers & competitors brings up a dynamic concept which is defined as routine regulating other routines, that is, besides its function as a salesperson, it is tasked to gather the information. Activity in searching information th

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Rana, Arif Iqbal, and Mohammad Kamran Mumtaz. "Sales Force Incentives at Service Sales Corporation." Asian Journal of Management Cases 14, no. 2 (2017): 160–75. http://dx.doi.org/10.1177/0972820117712306.

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The case is about restructuring of the sales force compensation system at Service Sales Corporation (SSC), a large shoe retailer in Pakistan. The organization went through many changes in its supply chain management starting in 2001, when a new COO, Omer Saeed, took over. There was a major increase in sales and the number of shops, and a decrease in the number of salesmen per shop with the net effect that some salesmen were drawing a compensation of ₹25,000–30,000 per month (standard salesmen salary in smaller shops was ₹8,000 per month). When the new COO Amer Mohsin joined in 2009, he was fac

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Popp, Nels, Jonathan A. Jensen, Chad D. McEvoy, and James F. Weiner. "An examination of the effects of outsourcing ticket sales force management." International Journal of Sports Marketing and Sponsorship 21, no. 2 (2020): 205–23. http://dx.doi.org/10.1108/ijsms-04-2019-0046.

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PurposeThe purpose of the study is to ascertain whether sport organizations which outsource ticket sales force management outperform sports organizations which manage their ticket sales force internally, relative to ticket revenue and attendance.Design/methodology/approachThirteen years of ticket revenue and football attendance data were collected for National Collegiate Athletic Association (NCAA) Football bowl subdivision (FBS) Division I Athletics Departments (n = 126), as well as data on whether the organization employed an external (outsourced), internal or no ticket sales force. The numb

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Grossman, Steven H., and Rodney D. Cotton. "Roche group's sales organization models long-term sales force effectiveness." Journal of Organizational Excellence 24, no. 1 (2004): 39–45. http://dx.doi.org/10.1002/npr.20036.

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Sahoo, Saroj Kumar, Anatolii O. Zadoia, Valavadra Sahu, and Sandhyarani Sahoo. "RESILIENCE FACTORS IN SALES WORKERS: SOCIAL COMMUNICATIONS, SOCIAL CHANGE, AND SOCIAL ENGAGEMENT." Academic Review 1, no. 60 (2024): 50–61. http://dx.doi.org/10.32342/2074-5354-2024-1-60-4.

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Employee of any organization starts his/her recognitions from the society that ultimately reach the organization, where he/she earns the livelihood. So, the resiliency of an employee (sales-force of any commercial organization in this study) should be understood on the touch-points of salesemployee with society. On this context, the main purpose of this study is to explore the strategic relationships of social communication, social change, and social engagement of the sales-employees to build the concerned employees’ resiliency. With the descriptive research design, this research-work is inten

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Evi Nur Cahyanti, Kurniawati, and Shine Pintor Siolemba Patiro. "Sales Performance Analysis in Adding New Indihome Customers (Case Study in Telkom Jember Area)." Indonesian Journal of Business Analytics 4, no. 5 (2024): 1907–20. http://dx.doi.org/10.55927/ijba.v4i5.11601.

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Sales Force is an important part of PT Telkom Indonesia's position which has a role in making the company successful. Sales Force finds it difficult to make offers to get customers. Sales Forces do not get a fixed salary, they only get a fee based on new customer orders whose been activated on the same day, so this makes Sales Force less motivated to work. It is suspected that there is miss preception between the Sales Force and the Organization which can influence their job satisfaction and performance. This research presents the results of descriptive statistical analysis, validity and relia

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Sayed, Md Abu. "Motivating Sales Force: Sayed’s U Theory." International Journal of Marketing Studies 16, no. 2 (2024): 103. http://dx.doi.org/10.5539/ijms.v16n2p103.

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The myth of the most successful organization may be seriously affected unless there is no robust structure within a large corporate for the steady and strong revenue flow that functions as blood circulating process in the body. Gearing this up on a continuous basis is largely reliant on the motivation of the sales force who are working in the field. This article is centered around how an organization can motivate its sales force; thus, I present Sayed&rsquo;s U theory. This theory was displayed at the monthly sales conference which led to the boost in the sales and revenue. The application

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Purohit, Basant. "Salesperson performance: role of perceived overqualification and organization type." Marketing Intelligence & Planning 36, no. 1 (2018): 79–92. http://dx.doi.org/10.1108/mip-06-2017-0108.

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Purpose The purpose of this paper is to examine the impact of perceived overqualification (POQ) on salesperson performance. Design/methodology/approach In total, 120 usable samples were collected from surveying sales representatives and their sales supervisors from 48 different Indian pharmaceutical firms. Findings The results indicated that sales personnel with POQ perform well: in prospector and analyzer type organizations as compared to in defender and reactor type organizations, and when controlled by the outcome-based control system than when controlled by the behavior-based control syste

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Castro-González, Sandra, and Belén Bande. "The changing role of the salesperson: how should salespeople act today?" Development and Learning in Organizations: An International Journal 33, no. 6 (2019): 8–11. http://dx.doi.org/10.1108/dlo-11-2018-0142.

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Purpose The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/methodology/approach The paper briefly explains the role of salespeople in an organization and how salespeople are gaining prominence in customer management. From this point of view, the paper suggests steps to achieve the sale. Findings It is evident that salespeople must change the way they achieve sales goals within the organization. Currently, they need to adopt a more customer-c

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Jain, Shilpi, and Mahadeo P. Jaiswal. "Birlasoft Inc. — Sales Force Automation at Crisis: Software as a Service (SaaS) or Software as a Product (SaaP) (A) & (B)." Asian Case Research Journal 19, no. 02 (2015): 311–51. http://dx.doi.org/10.1142/s0218927515500121.

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Case (A) Birlasoft, a Global IT major, had been facing massive challenges in monitoring its sales force spread over 20 global locations. Owing to the strong client base spread all over the world and the massive sales force, the organization needed to focus on a more efficient sales tracking system. Ravi Kathuria, Senior Vice president — Global Marketing & Alliances of Birlasoft was keen to align the organization’s dispersed sales force through Sales Force Automation (SFA) system. In this context, SFA was expected to provide transparency and clear visibility of the sales pipeline. There was

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Larkin, Joseph M. "Optimizing Resource Allocations With A Strategic Focus: An Accounting Perspective." Journal of Business Case Studies (JBCS) 5, no. 5 (2011): 55. http://dx.doi.org/10.19030/jbcs.v5i5.4721.

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This case focuses upon the pharmaceutical industry and key financial and strategic management decisions. An international pharmaceutical firm plans to launch a new product. The organization must decide whether or not to increase their internal sales force or hire a Contract Sales Organization for the product launch. Students will have to analyze the quantitative cost information as well as consider qualitative considerations.

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Salonen, Anna, Harri Terho, Eva Böhm, Ari Virtanen, and Risto Rajala. "Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions." Journal of the Academy of Marketing Science 49, no. 1 (2020): 139–63. http://dx.doi.org/10.1007/s11747-020-00729-z.

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AbstractThis study explains how manufacturers tackle the critical managerial challenge of transforming a product-focused sales force to undertake solution selling. Through an application of configurational theory, the authors explain how individual and organizational conditions combine to determine salespeople’s engagement in solution selling. Multilevel, multisource data from the sales organization of a global supplier of building solutions represent input from salespeople (N = 184), solution champions (N = 23), and sales managers (N = 26). A fuzzy set qualitative comparative analysis reveals

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Khandelwal Das, Komal, Ashwani Kumar Upadhyay, and Subrata Das. "Getting stellar sales performance: why sales managers’ mentoring, coaching and technology capabilities make the difference." Development and Learning in Organizations: An International Journal 28, no. 5 (2014): 13–16. http://dx.doi.org/10.1108/dlo-02-2014-0012.

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Purpose – The aim of this viewpoint is to distinguish the importance of sales managers’ attitude and role clarity in the context of mentoring, coaching and technology capabilities to achieve stellar sales force operations and performance. Design/methodology/approach – This report reviews the sales training literature to highlight how managerial interventions enhance competencies, behaviours and advanced level of selling orientation by mentoring and coaching construct. The concept of manager’s creativity and imagination is brought out to explain why it should be adapted and carried out in an er

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Farid, Dr Nazim. "Applications of Sales Analysis for Salesforce Control in Pharmaceutical Industry of India." International Journal of Science, Engineering and Management 9, no. 1 (2022): 27–30. http://dx.doi.org/10.36647/ijsem/09.01.a006.

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In this study an effort has been made to study the control of sales force through sales analysis. Sales analysis is a source of important information to the manager, if used properly and with a full sale marketing and cost analysis; its usefulness can be further increased. In a study conducted at all major hospitals in Delhi, It was found that there is significant relationship between size of organization and sales analysis and significant relationship exists between monthly income and sales analysis.

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Loo, Yew Jie, Hooi-Ten Wong Doris, Mat Zain Zarina, Nur Amir Sjarif Nilam, Ibrahim Roslina, and Maarop Nurazean. "Metrics and Benchmarks for Empirical and Comprehension Focused Visualization Research in the Sales Domain." Indonesian Journal of Electrical Engineering and Computer Science 12, no. 3 (2018): 1340–48. https://doi.org/10.11591/ijeecs.v12.i3.pp1340-1348.

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Data visualization is an effort which aims to communicate data effectively and clearly to the audience through graphical representation. Data visualization efforts must be coordinated with an understanding into the Cognitive Learning Theory (CLT). In the sales domain, sales data visualization are made possible with the available Business Intelligence (BI) tools such as Microsoft Power BI, Tableau, Plotly, and others. These tools allow seamless interaction for the top management as well as the sales force with regard to the data. Sales data visualization comes with an array of advantages such a

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Suwandi, S. Sangadji. "Sales Management Analysis and Decision Making." PROCURATIO: Jurnal Manajemen & Bisnis 2, no. 1 (2023): 39–42. https://doi.org/10.5281/zenodo.8207078.

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This comprehensive book aims to provide readers with an in-depth understanding of sales management, covering analysis and decision-making for developing effective sales strategies and tactics. It also delves into various concepts, techniques, and tools used in sales management and how to apply them in practice. The book covers topics such as personal selling, organizational strategies, sales organization structure, salesforce deployment, recruitment and selection, sales training, sales leadership, motivation and reward systems, evaluating organizational effectiveness, and evaluating salesperso

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Astuti, Indri, Hadi Purnomo, Nurwulan Kusuma Devi, and Prihatina Jati. "Improving Sales Force Performance Through Effective Human Resource Management." Return : Study of Management, Economic and Bussines 2, no. 7 (2023): 747–54. http://dx.doi.org/10.57096/return.v2i7.146.

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Human resources (HR) is one of the important things in supporting the achievement of a maximum goal. The company as a profit-oriented organization really expects targets in terms of sales, production, delivery, performance and other goals within the company to be achieved immediately. This study used a qualitative method of collecting data sourced from documents, books, journals, articles / other online media, using grounded research theory aimed at developing theory (theory building) inductively based on data. The result of this study is that human resource management can improve sales force

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Yew Jie, Loo, Doris Hooi-Ten Wong, Zarina Mat Zain, Nilam Nur Amir Sjarif, Roslina Ibrahim, and Nurazean Maarop. "Metrics and Benchmarks for Empirical and Comprehension Focused Visualization Research in the Sales Domain." Indonesian Journal of Electrical Engineering and Computer Science 12, no. 3 (2018): 1340. http://dx.doi.org/10.11591/ijeecs.v12.i3.pp1340-1348.

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<p>Data visualization is an effort which aims to communicate data effectively and clearly to the audience through graphical<br />representation. Data visualization efforts must be coordinated with an understanding into the Cognitive Learning Theory (CLT). In the sales domain, sales data visualization are made possible with the available Business Intelligence (BI) tools such as Microsoft Power BI, Tableau, Plotly, and others. These tools allow seamless interaction for the top management as well as the sales force with regard to the data. Sales data visualization comes with an array

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Magdalena, Ayu, Praptini Yulianti, and Muh Asrori Afandi. "Sales Performance dan Faktor yang Mempengaruhinya." BALANCE: Economic, Business, Management and Accounting Journal 18, no. 2 (2021): 22. http://dx.doi.org/10.30651/blc.v18i2.7111.

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This study aims to determine the effect of organizational justice, intrafirm competition, and salesperson organization fit on salesperson deviance workplace behavior and their impact on sales performance. This study uses a quantitative approach, with the method of collecting data through a questionnaire. The number of samples in this study was 108 employees. The analysis technique used is Partial Least Square (PLS). This study indicates that (1) organizational justice and intrafirm competition have a negative and significant effect on deviance workplace behavior. (2) intrafirm competition has

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Woźniak, Jacek. "GAMIFICATION FOR SALES INCENTIVES." sj-economics scientific journal 22, no. 3 (2016): 266–81. http://dx.doi.org/10.58246/sjeconomics.v22i3.327.

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Gamification as a use of game mechanisms for motivation in non game contexts has an increase popularity and is priced as a hottest subject in management. However there are few research on gamification in compensation systems, specially for sales-force. The article discussed some problems of compensation systems for different types of sales representatives, as well as limitation of agency theory as a theoretical basis for creation of adequate incentive systems in contemporary sales function of organization. The results of questionnaire study based on opinion of 100 sales representatives from te

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Murray, Lynn M., and Arthur K. Fischer. "Staffing A New Sales Force: A Human Resource Management Case Study." Journal of Business Case Studies (JBCS) 7, no. 4 (2011): 1. http://dx.doi.org/10.19030/jbcs.v7i4.4681.

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An HRM case used to encourage student thought and discussion concerning staffing and management of a new sales force. Midwest Education, Inc.: A Human Resource Management Case is used to exemplify many of the human resource problems encountered in a typical organization. It provides history and background of the company, Midwest Education, Inc. (which is closely modeled after a major developer and supplier of educational materials). With this background, the case presents the staffing issues which arise as the company seeks to change from using manufacturers representative firms to sell their

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Sianturi, Yansen, Muhammad Riza Firdaus, and Ikhwan Faisal. "PENGARUH EFEKTIVITAS OTOMATISASI, SISTEM KONTROL TENAGA PENJUAL DAN KEPUASAN ATAS WILAYAH PENJUALAN TERHADAP KINERJA TENAGA PENJUAL UNTUK MENINGKATKAN EFEKTIVITAS PENJUALAN ORGANISASI ( Studi Pada Perusahaan Distributor Farmasi Kotamadya Banjarmasin )." JWM (Jurnal Wawasan Manajemen) 6, no. 1 (2019): 76. http://dx.doi.org/10.20527/jwm.v6i1.161.

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<p><em>This study analyzed the effectiveness of automation factors, system control of sales and satisfaction of sales area which affect the sales’ performance to sales’ organization effectiveness (large pharmacy) in Banjarmasin. </em></p><p><em>The sampling technique was divided into three phases, namely stratified, proportional, and purposive sampling. There were 120 subjects involved in the study. They are the head of branch, sales supervisors, sales personnel from pharmaceutical distribution company whose products are categorized as medicinal products and

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JUMALE, MOHAMED GHEDI, THOMAS ANYANJE SENAJI, and CLEMENCE NIKIYIZA OMANWA. "ROLE OF KNOWLEDGE SHARING IN SALES FORCE PERFORMANCE." Reviewed Journal International of Business Management [ISSN 2663-127X] 4, no. 1 (2023): 60–67. http://dx.doi.org/10.61426/business.v4i1.64.

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Organization’s face highly volatile and competitive business environments today. The ability to quickly sense and respond to market developments through knowledge gathered from the operating environment creates and sustains competitive advantage. Sales people constant interaction with the market beyond the bounds of organizational rigidity make them a source of market knowledge with least influence of group-think bias that inhibit innovation (Janis 1982). In the knowledge-based economy, an organization’s ability to create, transfer and adopt knowledge rather than allocating efficiency determin

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Zameer, Asif. "Managing Internal Conflict in the sales teams." Paradigm 9, no. 2 (2005): 28–34. http://dx.doi.org/10.1177/0971890720050204.

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For any organization, the sales persons are the soldiers on the front lines of business. Certainly, if anyone can claim the title of “company warrior”, it would be the members of the sales force. After all, developing new client relationships - and managing existing ones - is an uphill battle. It is interesting, though, that many of the battles that sales persons choose to fight are with the people on their own side - that is, those individuals within their own organizations who are also selling but to different channels or customer groups. My experience has been that, in most companies where

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Sriwidadi, Teguh. "INTEGRASI METODE BALANCED SCORECARD DAN SISTEM MANAJEMEN PENGENDALIAN." Binus Business Review 3, no. 2 (2012): 862. http://dx.doi.org/10.21512/bbr.v3i2.1269.

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This article discusses sales force performance measurement at PT Merapi Utama Pharma and integrates performance measurement and management control system. The balanced scorecard (BSC) is a strategic planning and management system that is used extensively in business and industry, government, and nonprofit organizations worldwide to align business activities to the vision and strategy of the organization, improve internal and external communications, and monitor organization performance against strategic goals. The balanced scorecard suggests that we view the organization from four perspectives

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Mr., Anjan Kumar Mohanty, and Tushar Kanta Pany Dr. "TALENT MANAGEMENT OF MISSIONARY SALES FORCE FOR LOW ATTRITION RATE: AN EMPERICAL STUDY OF SELECTED PHARMACEUTICAL COMPANIES." International Journal of Marketing & Financial Management 3, no. 1 (2015): 49–55. https://doi.org/10.5281/zenodo.10807233.

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<strong>Abstract</strong> <em>Missionary Selling</em><em> is a form of indirect selling in which a salesperson tries to provide information about the given product to an individual who has an influence on the buying decision rather than directly selling the product. This is used to convince a person who has never used a product to buy it. Missionary sales are common in technical, pharmaceuticals and text books. The pharmaceutical industry is growing exponentially; there is a constant thirst for the best and the brightest of employees. After IT sector, the pharmaceuticals industry is grapp

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Speier, Cheri, and Viswanath Venkatesh. "The Hidden Minefields in the Adoption of Sales Force Automation Technologies." Journal of Marketing 66, no. 3 (2002): 98–111. http://dx.doi.org/10.1509/jmkg.66.3.98.18510.

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Sales force automation technologies are increasingly used to support customer relationship management strategies; however, commentary in the practitioner press suggests high failure rates. The authors use identity theory as a lens to better understand salesperson perceptions associated with technology rejection. They collected survey data from 454 salespeople across two firms that had implemented sales force automation tools. The results indicate that immediately after training, salespeople had positive perceptions of the technology. However, six months after implementation, the technology had

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Mpuon, Joseph Akam, Maurice Efiom Eyo, Hodo Anna Eko, Simpson Emen Akaninyene, and Samuel Grant Eke. "Effect of advertising on sales performance of fast-moving consumer goods in Akwa Ibom State." International Journal of Development and Management Review 18, no. 1 (2023): 115–24. http://dx.doi.org/10.4314/ijdmr.v18i1.8.

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The study examined the effects of advertising on sales performance in fast moving consumer goods in Akwa Ibom State. The specific objectives were to examine the relationship between radio advertisement and sales performance of FMCG, investigate the relationship between television advertisement and sales performance of FMCG, and determine the relationship between billboard advertisement and sales performance of FMCG. The research design used for this study is the survey method. Primary data were collected from a judgmentally determined sample of 200 respondents from the qualified population of

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Isaac, Mathew S., Ajay T. Abraham, and Elaine Y. Richards. "Implementing the Challenger Sales Model at Cars.com: a case study." Journal of Business & Industrial Marketing 34, no. 2 (2019): 291–302. http://dx.doi.org/10.1108/jbim-01-2017-0016.

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Purpose The purpose of this paper is to review the recent implementation of the Challenger Sales Model (CSM) at Cars.com, an online automotive marketplace that generated $633m in sales in 2016 with a sales force of over 500 representatives, and to identify insights related to the implementation that may be relevant to sales researchers and other organizations considering similar implementations. A more specific aim is to determine whether establishing “constructive tension” between salespeople and their customers, which is a key tenet of the CSM, was perceived as a source of value for Cars.com

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Zheng, Yaqin, Hsin-Yi Liao, Wyatt A. Schrock, Yi Zheng, and Zhimei Zang. "Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance." Journal of Business Research 155 (January 2023): 113451. http://dx.doi.org/10.1016/j.jbusres.2022.113451.

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S. Sangadji, Suwandi. "SALES MANAGEMENT ANALYSIS AND DECISION MAKING." PROCURATIO: Jurnal Manajemen & Bisnis 2, no. 1 (2023): 39–42. http://dx.doi.org/10.62394/projmb.v2i1.57.

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This comprehensive book aims to provide readers with an in-depth understanding of sales management, covering analysis and decision-making for developing effective sales strategies and tactics. It also delves into various concepts, techniques, and tools used in sales management and how to apply them in practice. The book covers topics such as personal selling, organizational strategies, sales organization structure, salesforce deployment, recruitment and selection, sales training, sales leadership, motivation and reward systems, evaluating organizational effectiveness, and evaluating salesperso

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Farías, Pablo, Eduardo Torres, and Roberto Mora Cortez. "A new model for measuring salesperson lifetime value." Journal of Business & Industrial Marketing 32, no. 2 (2017): 274–81. http://dx.doi.org/10.1108/jbim-09-2016-0205.

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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 theoret

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Brown, Steven P., and Robert A. Peterson. "The Effect of Effort on Sales Performance and Job Satisfaction." Journal of Marketing 58, no. 2 (1994): 70–80. http://dx.doi.org/10.1177/002224299405800206.

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The authors address a fundamental gap in understanding how sales performance and job satisfaction are determined in an investigation of the sales force of a direct-selling organization. Results indicate a direct positive effect of work-related effort on job satisfaction that is not mediated by sales performance. This is inconsistent with commonly accepted theoretical models and suggests that the perspective of work as a “terminal value” (i.e., an end in itself, rather than strictly a means to an end) has been underemphasized in models of work behavior. As such, either (1) measures of sales per

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Badrinarayanan, Vishag, Andrea Dixon, Vicki L. West, and Gail M. Zank. "Professional sales coaching: an integrative review and research agenda." European Journal of Marketing 49, no. 7/8 (2015): 1087–113. http://dx.doi.org/10.1108/ejm-06-2014-0368.

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Purpose – The purpose of this paper is to provide an integrative review of coaching research from different contexts (e.g. athletics, executive coaching, project management and sales), delineate professional sales coaching from other developmental activities and develop a research agenda for stimulating research on professional sales coaching. Professional sales coaching is considered an important sales force developmental program by both sales practitioners and researchers. Yet, research on sales coaching remains fragmented in the extant literature. Design/methodology/approach – An extensive

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Boles, James, Ramana Madupalli, Brian Rutherford, and John Andy Wood. "The relationship of facets of salesperson job satisfaction with affective organizational commitment." Journal of Business & Industrial Marketing 22, no. 5 (2007): 311–21. http://dx.doi.org/10.1108/08858620710773440.

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PurposeThis paper aims to examines the relationships between various facets of salesperson job satisfaction as assessed by the INDSALES measure and salesperson organizational commitment. The paper also seeks to explore salesperson gender as a moderator of the relationship between facets of job satisfaction and organizational commitment.Design/methodology/approachThis study uses survey research of one firm's business‐to‐business salespeople to examine the relationships between facets of salesperson job satisfaction and salesperson organizational commitment.FindingsStudy results indicate that va

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Silva, Javier Jorge O., Fernando Zerboni, Maricruz Prado, and Natalia Moscardi. "San Antonio: assessing the key account management system." Emerald Emerging Markets Case Studies 2, no. 6 (2012): 1–13. http://dx.doi.org/10.1108/20450621211275147.

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Subject area This case illustrates the differences between customers and the occasions when conditions change and buyer-seller relationships fail. The key issue is to find ways to anticipate this problem with other clients. Study level/applicability It may be used in second-year courses of MBA marketing programs as well as in specific executive education programs dealing with key account management (KAM) systems, business strategy, industrial marketing and/or sales management courses. This case can also be used at undergraduate programs and courses dealing with sales, sales management, interna

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Kamath, Renuka, and Aditya Karthic I. "Leave me alone! The pharma sales force that performs yet does not." Emerald Emerging Markets Case Studies 14, no. 3 (2024): 1–29. http://dx.doi.org/10.1108/eemcs-11-2023-0440.

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Learning outcomes After completion of the case study, students will be able to appreciate the challenges in managing a pharma sales team by learning the nuances of business hygiene, learn how new managers taking over a pharma sales team analyze data of a sales territory by balancing both quantitative and qualitative factors, evaluate the challenges of performance management of sales teams and balancing the expectations of various stakeholders, understand the approach of sales and effort hygiene – correlating data points that may not be directly connected but have a dependency and learn to fore

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Udayana, Ida Bagus Nyoman, Titisari Herniwati, and Ida Ayu Purnama. "Membangun orientasi pelanggan untuk meningkatkan salesperson consulting performance." Jurnal Manajemen Maranatha 19, no. 2 (2020): 93–104. http://dx.doi.org/10.28932/jmm.v19i2.2003.

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The purpose of this paper is to analyze the influence and relationship between variables that can improve sales consultant performance. For this reason, an understanding of customer needs and desires is something that is urgent for the success of an organization. An organization that can properly understand customer tastes can directly or indirectly influence the performance of salesperson. Through the training included here is sharing experiences with colleagues, especially salespeople who are considered outstanding. This research method uses a sample of 150 salesperson who perform the main t

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Kifordu, A. Anthony, and Tina Ufuomanefe. "Determining Sales Growth through Effective Personal Marketing in the Telecommunication Industry." Journal of Global Economics and Business 4, no. 14 (2023): 95–117. http://dx.doi.org/10.58934/jgeb.v4i14.177.

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This study is assessing the effects of personal selling and sales growth as its focus. It attempted to establish whether canned personal selling effects on the sales growth. It investigated how features personal selling can influence sales growth, and the impact of system personal selling on sales growth performance of sales force. This study adopted the quantitative and qualitative survey design and used game theory. A sample size of 56 was selected out of a population of 58. The simple random sampling method was adopted as a method of sample selection. Data collected were subjected to approp

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Kuo, Rongfang, Xiaojun Yang, Yizhi Chen, Ziqin Feng, and Xin Wang. "Research on the Economic Benefits of Geographic Coordinate Products' Live Streaming Sales' from the Perspective of Rural Revitalization." Frontiers in Business, Economics and Management 16, no. 2 (2024): 71–76. http://dx.doi.org/10.54097/58cspt18.

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Geographic coordinate products play a key role in promoting regional economic development and increasing farmers' income, and are a decisive force in promoting rural revitalization and agricultural modernization. In order to further study the economic benefits of geographic coordinate products live streaming sales from the perspective of rural revitalization, this study used panel data models, survey questionnaires, interview methods, and comparative methods to measure the results. It was found that the economic benefits are mainly reflected in the following aspects. Firstly, the development o

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Vieira, Valter Afonso, Juliano Domingues da Silva, and Colin Gabler. "Overcoming over-identification." Marketing Intelligence & Planning 37, no. 3 (2019): 258–70. http://dx.doi.org/10.1108/mip-07-2018-0261.

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Purpose The purpose of this paper is threefold: first, to determine the impact of interpersonal identification on sales performance; second, to uncover whether or not that relationship changes direction based on levels organizational prestige; and third, to test the antecedent of managerial support on salesperson interpersonal identification. Ultimately, the authors want to provide sales managers with tangible ways to nurture the self-concept of their sales force while optimizing sales performance. Design/methodology/approach The authors test the hypotheses using a data set of 196 B2C retail s

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Cowling, Krycia, Elizabeth A. Stuart, Roni A. Neff, Jon Vernick, Daniel Magraw, and Keshia Pollack Porter. "The relationship between joining a US free trade agreement and processed food sales, 2002–2016: a comparative interrupted time-series analysis." Public Health Nutrition 23, no. 9 (2020): 1609–17. http://dx.doi.org/10.1017/s1368980019003999.

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AbstractObjective:To examine changes in sales of highly processed foods, including infant formulas, in countries joining free trade agreements (FTAs) with the US.Design:Annual country-level data for food and beverage sales come from Euromonitor International. Analyses are conducted in a comparative interrupted time-series (CITS) framework using multivariate random-effects linear models, adjusted for key confounders: gross domestic product (GDP) per capita, percent of the population living in urban areas and female labor force participation rate. Memberships in other FTAs and investment treatie

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Krishnamurthy, Rajeshwari. "Naturo products – sales and distribution management." Emerald Emerging Markets Case Studies 8, no. 4 (2018): 1–15. http://dx.doi.org/10.1108/eemcs-06-2017-0111.

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Learning outcomes The learning outcomes are as follows: understand the factors that go into the assessment of a distributor performance; understand the criteria that may be useful to distributors while choosing distributorship of a fast-moving consumer goods (FMCG) company; understand the various parameters that define a distributor performance; and understand the critical aspects that sales force consider while staying with an organization on the long term. Case overview/synopsis This case is about how a FMCG Company in India – Patanjali Products is handling its sales and distribution managem

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Sudarti, Ken, and Olivia Fachrunnisa. "Achievement Motivation in Islamic Management Practices: Developing a Scale and Validation." International Journal of Economics, Management and Accounting 32, no. 1 (2024): 29–49. http://dx.doi.org/10.31436/ijema.v32i1.997.

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Existing research on the relationship between work ethics and various religious faiths is growing. One of these work ethics is work motivation. This article aims to discuss the concept of the need for achievement as Islamic motivation. In addition, this study intends to introduce a series of further implementations of achievement motivation theory according to the Islamic perspective. We obtained data from 324 members of several sales teams of the Indonesian Islamic organization to validate the measurement. Our research revealed 15 indicators that measure achievement motivation from an Islamic

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Sekhar, Tirumalasetti Guna. "An efficient approach for solving Travelling Sales Man Problem." International Journal for Research in Applied Science and Engineering Technology 9, no. 8 (2021): 2793——2798. http://dx.doi.org/10.22214/ijraset.2021.37838.

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Abstract: Global Position System (GPS) application is quite possibly the most valuable instrument in transportation the executives nowadays. The Roadway transportation is an significant function of GPS. To track down the briefest courses to a spot is the key issue of organization investigation. To address this issue, we have numerous calculations and procedures like Dijkstra algorithm, Ant Colony Optimization, Bellman Portage Algorithm, Floyd-Warshall algorithm, Genetic Algorithm, A* Algorithm furthermore, numerous others. In this paper our fundamental goal is to assess the brute force algorit

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WANG, SHU-TWU, YU-YUAN KUAN, and KAM-TONG CHAN. "THE RESOURCE MOBILIZATION OF COMMUNITY-BASED SOCIAL ENTERPRISES IN TAIWAN." Hong Kong Journal of Social Work 48, no. 01n02 (2014): 3–27. http://dx.doi.org/10.1142/s0219246214000035.

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Community organizations are often attached to the government's institutional conditions in Taiwan. However, with the government driving its policies, not only are these community organizations developing rapidly, but they also become more self-aware, striving for resources from different sectors on their own initiative and thereby forming the usual bottom-up exercise from civil society. This paper applies social capital and resource mobilization perspectives to study the present situation and characteristics of community-based social enterprise (CBSE) in Taiwan. According to the findings, the

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Aklimawati, Lya. "Dynamic of Arabica Coffee Marketing Organization in Ngada District:Progress upon Implementing of Geographical Indication." Pelita Perkebunan (a Coffee and Cocoa Research Journal) 33, no. 1 (2017): 66. http://dx.doi.org/10.22302/iccri.jur.pelitaperkebunan.v33i1.254.

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Farmer organization has important role on coffee agribusiness development. Organization was positioned as a driving force on farmer economic activities, especially in strengthening partnership networks. Realizing the importance of organization, the aim of this research was to identify the coffee market structure in the scheme of Geographical Indication; to analyze the dynamic of coffee marketing organization at farmers level; and to analyze added value of wet parchment bean sales at the farmers organization. This research was conducted in Ngada District which includes Bajawa, Golewa and West G

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Scott, Peter. "Rethinking Business Models in the Great Depression: The Failure of America's Vacuum Cleaner Industry." Business History Review 93, no. 02 (2019): 319–48. http://dx.doi.org/10.1017/s0007680519000679.

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We examine the factors leading to the onset of organizational rigidities in the dominant vacuum cleaner firms of the 1920s, Hoover and Eureka. Strategies aimed at strengthening organizational commitment, in conjunction with low levels of organizational diversity—owing to managerial hierarchies dominated by men recruited from the sales force—restricted organizational flexibility and adaptability while accentuating resistance to change. In conjunction with core competencies that largely reflected conditions in the previous rapid-growth phases of both firms, organization rigidity left them vulner

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P M, Suresh Kumar, and Aithal P S. "TIME AS A STRATEGIC RESOURCE IN MANAGEMENT OF ORGANIZATIONS." ICTACT Journal on Management Studies 6, no. 1 (2020): 1138–43. https://doi.org/10.21917/ijms.2020.0158.

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Human history is derived in terms of time. Man had a sense of time which enabled him to calculate the life of all objects and the very process of ageing and obsolescence from time immemorial. Time is an often ignored but invaluable resource in any organization. All activities, be it procurement, production, or product movement involve time which on its own is not measurable unless it is matched against time. Time gives a true measure of how an organization performs efficiently and effectively. Production and productivity are tuned to time, just as purchase and sales or cash flow and manpower.

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