Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness

By Artur Baldauf, D. Cravens, N. Piercy. Journal of Personal Selling & Sales Management, 2001

117 citations recorded by the source corpus.

The antecedents of sales organization effectiveness are examined in two European countries—Austria and the United Kingdom—adding to the limited international sales management research. Sales management behavior based control strategy, sales territory design, and company strategic orientation are conceptualized as antecedents to salesperson performance and sales organization effectiveness. The strategy dimensions customer value and product-market scope are incorporated into the conceptual model to examine the role of strategic orientation. The results indicate a strong direct relationship between salesperson outcome performance and sales organization effectiveness, as well as important indirect impacts on effectiveness for sales management control strategy, territory design, and salesperson behavior performance. However, the study findings indicate a weak relationship between the strategy dimensions, salesperson performance, and sales organization effectiveness. These findings identify important implications for managers in considering the effectiveness of strategy implementation through sales operations, as well as suggesting a number of important new research directions.

Subfields: Management of Technology and Innovation, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/03b501487116eb08321bb018f0f15d82fec3374b

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In Management of Technology and Innovation

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Citations in the corpus

Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance (2015, background): “It has been shown that salesperson behavior performance is a predictor of salesperson outcome performance (e.g., Baldauf, Cravens, and Piercy 2001; Piercy, Cravens, and Lane 2009).”
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment (2009, background): “For example, Baldauf et al. (2001) found that aspects of behavior SCS included the manager's evaluation of the salesperson's adaptive selling skills.”