Clustering the mediators between the sales control systems and the sales performance using  the AMO model: A narrative systematic literature review

Benet-Zepf, Alejandro Teodoro; Marín-García, Juán A.; Boluda, Inés Küster

doi:10.3926/ic.1222

Cited by 15 publications

(21 citation statements)

References 111 publications

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“…• If the Confirmatory Composite Analysis approach (Henseler, 2017a;Schuberth et al, 2018a) is compatible with recent proposals made about the Confirmatory Tetrad Analysis (CTA) (Gudergan, Ringle, Wende & Will, 2008;Tabet, Lambie, G.W., Jahani, S., & Rasoolimanesh, 2019a. This would allow us to analyse the measurement models of the operational definitions of latent variables; e.g., the skills of a job post that a worker masters, Total Production Maintenance (TPM) (Kareem & Amin, 2017;Marin-Garcia & Mateo-Martínez, 2013;Reyes, Alvarez, Martinez & Guaman, 2018), Lean Manufacturing, or the AMO model (Benet-Zepf, Marin-Garcia & Küster, 2018;Marin-Garcia & Martinez-Tomas, 2016). This would allow us to discern if they are "cultural" dimensions and if they exist themselves (and can, thus, explain organisational performances in the same way as personality exists and explains people's conducts).…”

Section: Discussionmentioning

confidence: 98%

Key issues on Partial Least Squares (PLS) in operations management research: A guide to submissions

Marín-García

Alfalla-Luque

2019

JIEM

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Purpose: This work aims to systematise the use of PLS as an analysis tool via a usage guide or recommendation for researchers to help them eliminate errors when using this tool.Design/methodology/approach: A recent literature review about PLS and discussion with experts in the methodology.Findings: This article considers the current situation of PLS after intense academic debate in recent years, and summarises recommendations to properly conduct and report a research work that uses this methodology in its analyses. We particularly focus on how to: choose the construct type; choose the estimation technique (PLS or CB-SEM); evaluate and report the measurement model; evaluate and report the structure model; analyse statistical power.Research limitations: it was impossible to cover some relevant aspects in considerable detail herein: presenting a guided example that respects all the report recommendations presented herein to act as a practical guide for authors; does the specification or evaluation of the measurement model differ when it deals with first-order or second-order constructs?; how are the outcomes of the constructs interpreted with the indicators being measured with nominal measurement levels?; is the Confirmatory Composite Analysis approach compatible with recent proposals about the Confirmatory Tetrad Analysis (CTA)? These themes will the object of later publications.Originality/value: We provide a check list of the information elements that must contain any article using PLS. Our intention is for the article to act as a guide for the researchers and possible authors who send works to the JIEM (Journal of Industrial and Engineering Management). This guide could be used by both editors and reviewers of JIEM, or other journals in this area, to evaluate and reduce the risk of bias (Losilla et al., 2018) in works using PLS as an analysis procedure.

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Section: Discussionmentioning

confidence: 98%

Key issues on Partial Least Squares (PLS) in operations management research: A guide to submissions

Marín-García

Alfalla-Luque

2019

JIEM

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“…Similar to the techniques used by Benet-Zepf et al (2018) and Marin-Garcia and Martinez-Tomas (2016), the literature review methodology used in this paper uses a streamlined and systematic process as shown in Figure 1. The search started with the keyword search and then examining the literature for their relevance in industrial disaster.…”

Section: Methodsmentioning

confidence: 99%

Disaster management in industrial areas: Perspectives, challenges and future research

Rebeeh

Pokharel

Abdella

et al. 2019

JIEM

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Purpose: In most countries, development, growth, and sustenance of industrial facilities are given utmost importance due to the influence in the socio-economic development of the country. Therefore, special economic zones, or industrial areas or industrial cities are developed in order to provide the required services for the sustained operation of such facilities. Such facilities not only provide prolonged economic support to the country but it also helps in the societal aspects as well by providing livelihood to thousands of people. Therefore, any disaster in any of the facilities in the industrial area will have a significant impact on the population, facilities, the economy, and threatens the sustainability of the operations. This paper provides review of such literature that focus on theory and practice of disaster management in industrial cities.Design/methodology/approach: In the paper, content analysis method in order to elicit the insights of the literature available.Findings: It is found that the research is done in all phases of disaster management, namely, preventive phase, reactive phase and corrective phase. The research in each of these areas are focused on four main aspects, which are facilities, resources, support systems and modeling. Nevertheless, the research in the industrial cities is insignificant. Moreover, the modeling part does not explicitly consider the nature of industrial cities, where many of the chemical and chemical processing can be highly flammable thus creating a very large disaster impact. Some research is focused at an individual plant and scaled up to the industrial cities. The modeling part is weak in terms of comprehensively analyzing and assisting disaster management in the industrial cities.Originality/value: The comprehensive review using content analysis on disaster management is presented here. The review helps the researchers to understand the gap in the literature in order to extend further research for disaster management in large scale industrial cities.

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“…The rationale underlying the ability of sales outcome controls to enhance autonomous motivation is that sales outcome controls generally entail little monitoring. Management’s role is “hands-off,” allowing the correlation between compensation and sales results to serve as an evaluation system (Benet-Zepf et al , 2018).…”

Section: Hypotheses Developmentmentioning

confidence: 99%

A new perspective on sales outcome controls: an inside sales perspective

Conde

Prybutok

Thompson

2021

EJM

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Purpose Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes to influence inside sales agent performance, supporting the need to expand the broader definition of outcome controls. Hence, the purpose of this paper is to explore the need to bifurcate outcome controls into two distinct variables: sales and phone operational controls. Researchers know little about the application of sales outcome controls beyond sales-only outcomes, which, in turn, limits the definition of outcome controls. Design/methodology/approach Through the utilization of survey, secondary operational data and sales manager’s feedback, this paper demonstrates that the definition of outcome controls needs to be divided into two distinct areas, sales and phone operational controls for inside sales agents, which, in turn, acts collectively to impact an inside sales agent’s job performance and satisfaction. Findings This research demonstrates that inside sales managers depend on both sales and phone operational outcome controls to drive sales agent performance, varying in degrees by industry. Even as inside sales managers focus on creating an employee-centric autonomous motivational work culture, the overarching controlling factors associated with phone operational outcomes dampen an inside sales agent’s performance and job satisfaction. Research limitations/implications To the best of the authors’ knowledge, as the first sales control research to examine an inside sales context, this study provides support to further study sales controls in an inside sales context. This research can be enhanced by examining business-to-consumer inside sales environments, behavior controls, greater sample size and additional work outcomes such as turnover and tenure. Practical implications The findings have important implications because they can help practitioners understand the effect that both sales and phone operational outcomes have on sales agent performance. It also illuminates the need for inside sales managers to be less controlling in their focus on phone operational outcomes, as such a practice has a negative influence on key sales agent job outcomes. Originality/value To the best of the authors’ knowledge, this study is the first to triangulate multiple data sources to illustrate the need to evaluate both sales and phone operational outcomes as broader components of sales outcome controls. The study of sales controls in a different sales context suggests that sales management controls may differ by sales context, opening the door to extend the vast sales control literature beyond its current context of outside sales.

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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

Cited by 15 publications

References 111 publications

Key issues on Partial Least Squares (PLS) in operations management research: A guide to submissions

Key issues on Partial Least Squares (PLS) in operations management research: A guide to submissions

Disaster management in industrial areas: Perspectives, challenges and future research

A new perspective on sales outcome controls: an inside sales perspective

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