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The moderating role of self-efficacy in the relationship between control systems and sales performance 自我效能感在控制系统与销售业绩关系中的调节作用
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-02-16 DOI: 10.1080/08853134.2022.2037435
V. Vieira, Eli Jones, Valter da Silva Faia, Juliano Domingues da Silva, Letícia Fernandes de Negreiros
Abstract Drawing on control systems and self-efficacy theories, the authors propose two alternative perspectives: a control systems convergence, which refers to a salesperson’s perception of their sales manager’s use of both behavior-based and outcome-based controls together, and a control systems divergence, which is an unbalanced and more traditional view toward one dimension or the other. Using multi-sourced data, this research examines two frameworks: (1) the moderating role of self-efficacy on the main effects of control systems convergence and divergence on sales performance, and alternatively (2) the moderating role of past performance on the pattern of relationships leading to self-efficacy. The results suggest that control systems convergence has a significant impact on sales performance. Furthermore, self-efficacy moderates the main effect of control systems convergence whereas high (vs. low) levels of self-efficacy generate greater levels of performance in low (vs. high) levels of convergence. Moreover, high (vs. low) levels of self-efficacy generate greater levels of performance in high (vs. low) levels of divergence toward outcome-based control (i.e., when outcome-based control is greater than behavior-based control). In the alternative model, we found that performance explains self-efficacy, generating something like a reciprocal causality).
根据控制系统和自我效能理论,作者提出了两种不同的观点:控制系统趋同,指的是销售人员对销售经理同时使用基于行为和基于结果的控制的看法;控制系统分歧,这是一种不平衡的、更传统的观点,倾向于一个维度或另一个维度。本研究利用多源数据,考察了两个框架:(1)自我效能感对控制系统趋同与发散对销售绩效的主要影响的调节作用,以及(2)过去绩效对导致自我效能感的关系模式的调节作用。结果表明,控制系统的收敛性对销售业绩有显著影响。此外,自我效能调节了控制系统收敛的主要作用,而高(相对于低)水平的自我效能在低(相对于高)水平的收敛中产生更高水平的表现。此外,高水平(相对于低水平)的自我效能在高水平(相对于低水平)的基于结果的控制差异中产生更高水平的绩效(即,当基于结果的控制大于基于行为的控制时)。在替代模型中,我们发现绩效解释了自我效能,产生了某种类似于相互因果关系的东西)。
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引用次数: 9
Improving assessment center criterion validity for salesperson selection: a socioanalytic approach 基于社会分析的方法提高销售人员选择评估中心标准的有效性
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-02-16 DOI: 10.1080/08853134.2022.2037436
Bastian P Kückelhaus, J. Titze, G. Blickle
Abstract Assessment centers (ACs) are one of the most common selection and recruitment methods in today’s business world, with very high acceptance in practice. The AC research literature, however, has focused on managerial performance and neglected sales performance. Therefore, we assessed the features of ACs for sales positions. The results indicated that AC ratings designed for sales positions exhibited good interrater agreement and were distinct. The criterion-related validity of AC observer ratings was in the normal range of ACs designed for managerial jobs in terms of overall assessment rating scores. Additionally, we tested a new approach to ACs for salesperson selection based on the socioanalytic theory of personality. We hypothesized and found that motivation for sales success combined with social competence predicts field sales performance one year later. This interaction effect explained incremental variance in objective performance above and beyond exercises and overall assessment rating scores. Operational validity compared to the traditional approach increased by 25%. The true score criterion validity of the new approach was .49. We discuss implications and limitations.
摘要评估中心(AC)是当今商业世界最常见的选拔和招聘方法之一,在实践中具有很高的接受度。然而,AC的研究文献集中在管理业绩上,而忽略了销售业绩。因此,我们评估了销售职位AC的特征。研究结果表明,为销售职位设计的AC评级表现出良好的内部一致性,并且是不同的。AC观察者评分的标准相关有效性在为管理工作设计的AC的正常范围内。此外,我们测试了一种基于人格社会分析理论的新的销售人员选择方法。我们假设并发现,销售成功的动机与社会能力相结合可以预测一年后的现场销售业绩。这种互动效应解释了在练习和整体评估评分之外,客观表现的增量差异。与传统方法相比,操作有效性提高了25%。新方法的真实得分标准有效性为.49。我们讨论了含义和局限性。
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引用次数: 0
The impact of salespeople’s social media adoption on customer acquisition performance – a contextual perspective 销售人员采用社交媒体对客户获取绩效的影响——背景视角
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-02-11 DOI: 10.1080/08853134.2022.2033624
Dennis Schendzielarz, S. Alavi, J. H. Guba
Abstract Even as salespeople increasingly adopt social media, sales research and practice struggle to understand how their application can help salespeople acquire customers. This article therefore explores empirically under which conditions social media adoption enhances or impedes the customer acquisition performance of salespeople. According to motivation literature, the outcomes of salespeople’s social media adoption should depend fundamentally on the interplay of the level and direction of social media adoption. Based on a multi-level data set containing objective performance data and surveys of salespeople, the results of this study reveal that salespeople’s social media adoption increases customer acquisition performance if salespeople communicate in a customized way (indicated by customer orientation). Strikingly, the study also unveils that this effect is negative if salespeople communicate in a standardized way (indicated by, for example, performance orientation). These findings in turn offer several managerial and theoretical implications. Supplemental data for this article is available online at https://doi.org/10.1080/08853134.2022.2033624 .
尽管销售人员越来越多地采用社交媒体,但销售研究和实践仍在努力理解社交媒体应用如何帮助销售人员获得客户。因此,本文从经验上探讨了在何种条件下,社交媒体的采用会提高或阻碍销售人员的客户获取绩效。根据动机文献,销售人员采用社交媒体的结果应该从根本上取决于采用社交媒体的水平和方向的相互作用。基于包含客观绩效数据的多层次数据集和对销售人员的调查,本研究的结果表明,如果销售人员以定制的方式进行沟通(通过客户导向表示),销售人员的社交媒体采用会提高客户获取绩效。引人注目的是,该研究还揭示,如果销售人员以一种标准化的方式进行沟通(例如,表现导向),这种效果是负面的。这些发现反过来又提供了一些管理和理论意义。本文的补充数据可在https://doi.org/10.1080/08853134.2022.2033624上在线获得。
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引用次数: 10
Toward a shared leadership environment: insights into retail salespeople’s work environment 走向共享的领导环境:对零售销售人员工作环境的洞察
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-02-02 DOI: 10.1080/08853134.2021.2017295
A. M. van der Berg, J. N. Foege, Stephan Nüesch
Abstract The growing digitization puts more pressure on brick-and-mortar businesses in the retail sector by creating new and more complex customer demands that increase the need for cooperative and trustful exchange relationships between supervisors and salespeople. A promising approach to tackle these challenges lies in implementing less hierarchical leadership structures. While sharing leadership on the team level gains traction among practitioners as a viable form of horizontal leadership, research provides little evidence on the conditions and mechanisms that enable a shared leadership work environment for retail salespeople. Especially the role of formal leaders in such a transition remains unclear. To fill this void, we followed a two-study design. We conducted a large-scale survey with 1,527 salespeople of a German fashion retailer to analyze how formal leadership contributes to the existence of a less hierarchically structured work environment for retail salespeople. Our multiple mediation analysis provides in-depth and context-sensitive insights into conditions and mechanisms that facilitate a shared leadership environment. A subsequent online-based scenario experiment confirms that transformational leadership is a driver for a shared leadership environment. We contribute to the literature by showing that transformational leadership matters not only in business-to-business (B2B) settings but also in traditionally more transactional business-to-consumer (B2C) retail sales settings to create a shared leadership environment.
日益增长的数字化给零售领域的实体企业带来了更大的压力,因为它创造了新的、更复杂的客户需求,增加了对主管和销售人员之间合作和信任交流关系的需求。解决这些挑战的一个有希望的方法是实施较少层级的领导结构。虽然在团队层面上分享领导权作为一种可行的横向领导形式在实践者中获得了吸引力,但研究几乎没有证据表明,对于零售销售人员来说,共享领导工作环境的条件和机制是可行的。特别是正式领导人在这种过渡中的作用仍不清楚。为了填补这一空白,我们采用了两项研究设计。我们对一家德国时装零售商的1527名销售人员进行了一项大规模调查,以分析正式领导对零售销售人员的层级结构较低的工作环境的影响。我们的多重中介分析提供了对促进共享领导环境的条件和机制的深入和上下文敏感的见解。随后一项基于网络的情景实验证实,变革型领导是共享型领导环境的驱动因素。我们通过展示变革型领导不仅在企业对企业(B2B)环境中重要,而且在传统上更具交易性的企业对消费者(B2C)零售环境中也重要,从而为文献做出贡献,以创造共享的领导环境。
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引用次数: 3
Drivers of salespeople’s AI acceptance: what do managers think? 销售人员接受人工智能的驱动因素:经理们是怎么想的?
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-19 DOI: 10.1080/08853134.2021.2016058
Jing Chen, Wenkai Zhou
Abstract This research is among the first to examine salespeople’s acceptance of AI (artificial intelligence) and we investigate the drivers of their AI acceptance from the perspective of the managers. In this study, we propose and empirically demonstrate that perceived ease of use, self-efficacy, perceived management support, and digitalization are positively related to salespeople’s acceptance of AI. Moreover, we show that digitalization mediates the relationship between salespeople’s prospecting/adaptive selling capabilities and their AI acceptance. The results suggest that in order to incentivize AI acceptance, managers need to build adequate digital infrastructure, cultivate organizational support to encourage AI adoption and usage, provide professional training to educate salespeople on the proper usage of AI, and reduce salespeople’s perceived risk of AI usage. Theoretical and managerial implications are discussed subsequently.
摘要本研究是第一批检验销售人员对人工智能的接受程度的研究之一,我们从管理者的角度调查了他们接受人工智能的驱动因素。在这项研究中,我们提出并实证证明,感知的易用性、自我效能感、感知的管理支持和数字化与销售人员对人工智能的接受呈正相关。此外,我们还表明数字化在销售人员的前瞻性/适应性销售能力与他们对人工智能接受之间起着中介作用。研究结果表明,为了激励人工智能的接受,管理者需要建立足够的数字基础设施,培养组织支持以鼓励人工智能的采用和使用,提供专业培训以教育销售人员正确使用人工智能,并降低销售人员感知的人工智能使用风险。随后讨论了理论和管理含义。
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引用次数: 5
Editorial: upcoming changes to the journal 社论:即将对期刊进行修改
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-02 DOI: 10.1080/08853134.2022.2043756
N. Lee, Adam Rapp
The area of sales has continued to grow over the past several years despite a global pandemic. While the state of the world has wreaked havoc in some areas (i.e., the supply chain) we have seen the demand and need for salespeople grow. The global pandemic has helped spotlight the importance of a strong frontline and reinforced that investing in human capital to build and develop customer relationships is critical for firm success. We have also witnessed increased demand for talent due to demographic shifts on a near global level. As tremendous amounts of sales talent are leaving the workforce, organizations are scrambling to replace individuals that have decades of relationship-capital and are the backbone of industry. Responding to these shifts, academicians have increased research productivity within the sales discipline. This journal has been the benefactor of these recent changes. Our submissions are up, and the quality of those submissions is also continuously increasing. Our citations are increasing, and in particular we are getting cited more often in the top marketing journals, as well as more specialized B2B and industrial marketing journals. JPSSM articles are getting downloaded more often, and the reach of the journal is increasingly global. These are exciting times. As the journal has continued to grow, we have sought insight from our senior advisory board, and determined that it would be valuable to evolve in two key areas: associate editor structure and conceptual submissions. While both of these currently exist within the journal, consensus suggests that further developing these areas could be beneficial to the journal. Below, we briefly outline what these changes encompass and what readers, authors, and reviewers for the journal can expect.
尽管全球疫情肆虐,但在过去几年中,销售领域仍在持续增长。虽然世界状况在某些领域(即供应链)造成了严重破坏,但我们看到对销售人员的需求和需求在增长。全球疫情有助于突显强大前线的重要性,并强化了投资人力资本建立和发展客户关系对公司成功至关重要。我们还看到,由于全球人口结构的变化,对人才的需求也在增加。随着大量销售人才的离职,各组织正争先恐后地取代那些拥有数十年关系资本、是行业支柱的个人。为了应对这些转变,学者们提高了销售学科的研究生产力。这本杂志是最近这些变化的受益者。我们提交的材料越来越多,而且这些材料的质量也在不断提高。我们的引文越来越多,尤其是在顶级营销期刊以及更专业的B2B和行业营销期刊上,我们被引用的频率越来越高。JPSSM的文章被下载的频率越来越高,而且该杂志的影响力越来越大。这是激动人心的时刻。随着该杂志的不断发展,我们向高级顾问委员会寻求见解,并确定在两个关键领域进行发展是有价值的:副主编结构和概念提交。虽然这两个领域目前都存在于该杂志中,但共识表明,进一步发展这些领域可能对该杂志有益。下面,我们简要概述了这些变化的内容,以及读者、作者和评论家对该杂志的期望。
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引用次数: 0
Роль социальной ответственности бренда в формировании лояльности потребителей косметической продукции и продуктов личной гигиены 该品牌的社会责任在塑造美容产品和个人卫生产品消费者的忠诚方面起着重要作用。
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-2-2-138-145
Е Н Москвитина, А.М. Пахалов
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引用次数: 0
Система тренировок, геймификация и crm-система: как предупредить выгорание сотрудников отдела продаж 培训系统,游戏玩法和crm系统:如何警告销售人员燃烧
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-304-309
Александр Высоцкий
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引用次数: 0
Диагностика отдела продаж 销售部门诊断
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-264-271
Галина Машницкая
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引用次数: 0
Принципы системного и грамотного управления отделом продаж 销售管理系统及良好管理原则
IF 4.4 Q1 Business, Management and Accounting Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-252-257
Андрей Емец
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引用次数: 0
期刊
Journal of Personal Selling & Sales Management
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