The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

IF 5.5 Q1 MANAGEMENT Asia Pacific Management Review Pub Date : 2023-06-01 DOI:10.1016/j.apmrv.2022.07.001

Peerayuth Charoensukmongkol , Arti Pandey

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引用次数: 13

Abstract

This research examines the effect of salespeople's functional flexibility on sales performance during the COVID-19 pandemic. Grounded in the contingency approach to management and the person-environment fit theory, we analyze whether the flexibility of the management team with which salespeople work moderates the effect of their functional flexibility on sales performance. The study collected data from a sample of 227 salespeople in 120 sales organizations in Bangkok, Thailand. Partial least squares structural equation modeling was used in data analysis. Although the results from the model estimation support the significant positive association between salespeople's functional flexibility and sales performance, the moderating effect analysis clarifies that the positive association is present only among salespeople who work with a management team that is highly flexible. When salespeople work with a management team with low flexibility, their functional flexibility is not related positively to sales performance.

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销售人员和管理团队的灵活性:他们如何在COVID-19大流行期间相互作用并影响绩效

本研究考察了新冠疫情期间销售人员职能灵活性对销售业绩的影响。基于权变管理理论和人-环境契合理论，我们分析了销售人员所在管理团队的灵活性是否会调节其职能灵活性对销售绩效的影响。这项研究收集了来自泰国曼谷120家销售机构的227名销售人员的数据。数据分析采用偏最小二乘结构方程模型。虽然模型估计的结果支持销售人员职能灵活性与销售绩效之间的显著正相关，但调节效应分析表明，只有与高度灵活的管理团队合作的销售人员才存在正相关。当销售人员与低灵活性的管理团队一起工作时，他们的职能灵活性与销售业绩没有正相关。

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来源期刊

Asia Pacific Management Review MANAGEMENT-

CiteScore

8.00

自引率

4.50%

发文量

期刊介绍： Asia Pacific Management Review (APMR), peer-reviewed and published quarterly, pursues to publish original and high quality research articles and notes that contribute to build empirical and theoretical understanding for concerning strategy and management aspects in business and activities. Meanwhile, we also seek to publish short communications and opinions addressing issues of current concern to managers in regards to within and between the Asia-Pacific region. The covered domains but not limited to, such as accounting, finance, marketing, decision analysis and operation management, human resource management, information management, international business management, logistic and supply chain management, quantitative and research methods, strategic and business management, and tourism management, are suitable for publication in the APMR.