Formal salesforce control mechanisms and behavioral outcomes

Shin, KS; Amenuvor, FE; Boateng, H; Basilisco, R

Formal salesforce control mechanisms and behavioral outcomes

Shin, KS Amenuvor, FE Boateng, H

Basilisco, R

Permalink

Publisher:: Emerald
Publication Type:: Journal Article
Citation:: Marketing Intelligence and Planning, 2021, 39, (7), pp. 924-943
Issue Date:: 2021-09-30

Closed Access

	Filename	Description	Size
	10-1108_MIP-11-2020-0470.pdf	Published version	330.91 kB	Adobe PDF	View/Open

Copyright Clearance Process

Recently Added
In Progress
Closed Access

This item is closed access and not available.

Full metadata record

Field	Value	Language
dc.contributor.author	Shin, KS
dc.contributor.author	Amenuvor, FE
dc.contributor.author	Boateng, H https://orcid.org/0000-0002-7949-5557
dc.contributor.author	Basilisco, R
dc.date.accessioned	2022-04-20T06:04:47Z
dc.date.available	2022-04-20T06:04:47Z
dc.date.issued	2021-09-30
dc.identifier.citation	Marketing Intelligence and Planning, 2021, 39, (7), pp. 924-943
dc.identifier.issn	0263-4503
dc.identifier.uri	http://hdl.handle.net/10453/156520
dc.description.abstract	Purpose: The current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior. Design/methodology/approach: Data are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique. Findings: The study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively. Practical implications: The study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy. Originality/value: The current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.
dc.language	en
dc.publisher	Emerald
dc.relation.ispartof	Marketing Intelligence and Planning
dc.relation.isbasedon	10.1108/MIP-11-2020-0470
dc.rights	info:eu-repo/semantics/closedAccess
dc.subject	1505 Marketing
dc.subject.classification	Marketing
dc.title	Formal salesforce control mechanisms and behavioral outcomes
dc.type	Journal Article
utslib.citation.volume	39
utslib.for	1505 Marketing
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Arts and Social Sciences
pubs.organisational-group	/University of Technology Sydney/Faculty of Arts and Social Sciences/School of Communication
utslib.copyright.status	closed_access	*
dc.date.updated	2022-04-20T06:04:43Z
pubs.issue	7
pubs.publication-status	Published
pubs.volume	39
utslib.citation.issue	7

Abstract:

Purpose: The current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior. Design/methodology/approach: Data are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique. Findings: The study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively. Practical implications: The study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy. Originality/value: The current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.

Please use this identifier to cite or link to this item:

http://hdl.handle.net/10453/156520