An exploratory study of factors influencing make-or-buy of sales activities

Rogers, Beth; Rodrigo, Padmali

doi:10.1108/so-07-2015-0016

Cited by 6 publications

(4 citation statements)

References 179 publications

(291 reference statements)

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…After this initial conference call, we conducted individual follow-up telephone interviews to ascertain each manager’s perceptions of how inside sales agents’ operational metrics fit into each sales control category. Telephone interviews have provided quality data (Rogers and Rodrigo, 2015). Interviewees were asked to focus on sales and operational performance and explain why the metric applied to their chosen sales control.…”

Section: Model and Overview Of Study Analysesmentioning

confidence: 99%

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Conde,

Prybutok,

Thompson

et al. 2023

JBIM

View full text Add to dashboard Cite

Purpose The purpose of this study is to extend sales control research to inside sales. Aside from a few notable exceptions (Conde et al., 2022) much of the sales control literature has focused on a single control mechanism rather than a sales control portfolio perspective. The authors add multiple layers to Conde et al. (2022) by capturing secondary operational data and manager interviews to access sales control theory in practice. Design/methodology/approach With operational data from a Fortune 100 financial services company and sales manager interviews, the authors present evidence that managers apply a portfolio of controls to ensure sales agents’ overall performance. Findings Findings support that cultural controls have a greater influence on overall performance than a focus solely on process and outcome controls. Inside sales managers can generate better results when they focus on creating an employee-centric culture rather than controlling sales agents with formal sales controls. Originality/value This study extends sales control research by examining inside sales managers’ formal and informal sales controls. Historically, inside sales had sales leaders balance a myriad of sales controls grounded in strict oversight. With a few notable exceptions, the limited inside sales control research provides the opportunity to display an inside sales manager’s need to jointly focus on operational results and sales outcomes, illustrating the importance of cultural controls compared to other sales process and outcome controls. This research considerably extends sales controls research by focusing on inside sales.

show abstract

Section: Model and Overview Of Study Analysesmentioning

confidence: 99%

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Conde,

Prybutok,

Thompson

et al. 2023

JBIM

View full text Add to dashboard Cite

show abstract

“…Specifically, four items of Relational Capability measurement adapted from the work (Pham et al, 2017;Rapeeporn et al, 2017;Salisu & Abu Bakar, 2019) examines the extent to which SMEs can develop effective cooperation with strategic partners to access information and resources that cannot be provided independently to effectively meet market needs. To determine how SME companies efficiently improve Pareto Sales Network Asset, measured by 4 items adapted from the study (Ferdinand & Killa, 2018;Rogers & Rodrigo, 2015) Furthermore, 3 items used to measure Competitive Advantage in this study were adapted from (C.-H. Liu et al, 2019;Papadas et al, 2018), to ascertain how SMEs develop strategic resources gained from partnerships and business networks.…”

Section: Mediating Role Of Pareto Sales Network Assetmentioning

confidence: 99%

Pareto Sales Network Asset as Critical Sources of Competitive Advantage : a Resource-Based View Perspective

Yuswono

Rahmadhani²

2021

jimat

View full text Add to dashboard Cite

Relationship skills can create a sales network and become an important part of a company to increase competitive advantage. The purpose of this study is to identify the inconsistency of the relationship between relational capability in competitive advantage and Pareto sales network assets as a mediator. The sample of this study came from food and beverage SME owners around the city of Semarang, Central Java. Respondent data was collected from 202 small and medium business sectors through questionnaires and interviews. This study used SEM-PLS for analysis. The results of the study found that (1) relational capability had a positive and significant effect on Pareto sales network assets; (2) relational capability has a positive and significant effect on competitive advantage; (3) Pareto sales network assets have a positive and significant effect on competitive advantage; (4) the greater the influence of relational capability on competitive advantage through Pareto sales network assets. The role of Pareto sales network assets has the potential to be a high leverage for competitive advantage in SMEs.

show abstract

“…Perkembangan dunia otomotif yang mengalami pertumbunhan yang pesat bukan hanya di negara maju tetapi di negara berkembang termasuk Indonesia (Algrina Agnes Ulus, 2013), dengan pertumbuhan ekonomi di Indonesia yang meningkat beberapa tahun terakhir ini (https://www.indonesia-investments.com), Indonesia menjadi target pemasaran perusahaan domestik maupun multinasional (Sumarwan, 2014) dan sebagai negara tujuan investasi yang menarik pasar otomotif global dengan potensi pasar yang besar (https://www.marketeers.com), perusahaanperusahaan luar negeri maupun dalam negeri yang ada di Indonesia bersaing untuk memenuhi kebutuhan, keinginan, dan memahami perilaku konsumen (lydia Goenadhi, 2011). Bisnis otomotif yang berkembang di Indonesia menyebabkan meningkatnya persaingan antara sesama perusahaan untuk merebut pangsa pasar (Rogers, Rodrigo, Rogers, & Rodrigo, 2015), kemajuan pada teknologi semakin pesat (Chiu, Chau, & Yau, 2015).…”

Section: Pendahuluanunclassified

Promotion Mix Solusi Untuk Meningkatkan Keputusan Pembelian

Aisyah

Wibowo²,

Widjajanta

2019

Strategic

View full text Add to dashboard Cite

The purpose of this research is to find out the influence of promotion mix toward purchase decision on wuling confero users in Indonesia. This research used cross sectional method and descriptive approach with survey explanatory method, and the sampling is 106 respondent. The result of research indicate that the promotion mix in good category and purchase decision in the good category. The data analysis technique used to find out the correlative relationship in this study is path analysis. To test the hypothesis, where the method of analysis carried out in this quantitative research is the verification analysis method, path analysis is carried outIn the research finding if the conditions of the promotion mix is good, the it will increase purchase decision

show abstract

An exploratory study of factors influencing make-or-buy of sales activities

Cited by 6 publications

References 179 publications

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Pareto Sales Network Asset as Critical Sources of Competitive Advantage : a Resource-Based View Perspective

Promotion Mix Solusi Untuk Meningkatkan Keputusan Pembelian

Contact Info

Product

Resources

About