How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, Wolfgang

doi:10.1016/j.indmarman.2015.02.017

Cited by 138 publications

(133 citation statements)

References 46 publications

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“…An examination of the traditional businessto-business segmentation variables used in the marketing literature highlights the lack of emphasis placed on customer as the prime segmentation variable (Mitchell, Wilson, 1998), (Filipova, 2016). According to findings Terho et al(2015) there is the call for action concerning the development of effective segmentation schemes in business markets. They examined sales strategy dimensions and the segmentation was the only one with a direct impact on both market performance and salesperson performance.…”

Section: Theory Of Market Segmentationmentioning

confidence: 99%

Towards Sutainability: Business to Business Segmentation in Cardboard Market

Kubeš¹,

Grosová²,

Weber³

2018

JSSI

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Abstract. Sustainable development is affected by packaging. This article deals with the market segmentation and its implementation in the specific market for secondary cardboard packaging. The research was carried out in order to determine segments based on business customers´ needs, demands and characteristics. Customer needs and requirements on corrugated cardboard were formulated by personal questioning of key account managers of cardboard producing companies and marketing, purchasing and logistic department employees from companies. Ten requirements on product attributes and ten requirements on supplier services was identified. The importance of attributes was determined on the 100 points constant sum scale for both groups of requirements. Data were gathered by an on-line questioning, mail was sent to 73 228 respondents, who were acquired from database Albertina database according to economic activities classification (CZ-NACE). Companies, who have at least one listed economic activity corresponding to any of FEFCO sectors were chosen. Total of 848 completed questionnaires were collected. IBM SPSS Statistics 19, principal component analysis and cluster analyses was used in the identification and description of segments and their profiles. Based on results of segmentation process, proposed strategies were identified. This is a follow-up study of the research carried out in 2010. Aside from the significant broadening the respondent base by including small and medium-sized companies, results of this research can be easily implemented in targeting new customers and in determining value proposition in segments.Keywords: sustainability of performance; business to business market segmentation; secondary packaging; buying behavior; marketing, purchasingReferences to this paper should be made as follows: Kubeš, V.; Grosová, S.; Weber, P.; 2018. Towards sutainability of performance: business to business segmentation in cardboard market, Journal of Security and Sustainability Issues 7(4): 869-882.

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Section: Theory Of Market Segmentationmentioning

confidence: 99%

Towards Sutainability: Business to Business Segmentation in Cardboard Market

Kubeš¹,

Grosová²,

Weber³

2018

JSSI

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“…In the sales context, customer orientation is considered a mainstream mandated behavior (Bateman and Valentine 2015; Terho et al 2015). Customer orientation is consistent with ethical behavior (Howe et al 1994) to the extent that customerorientated salespeople engage in building long-term relationships with their customers and place customers' needs ahead of self-serving short-term gains (Saxe and Weitz 1982).…”

Section: Conceptual Model and Hypothesesmentioning

confidence: 99%

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

et al. 2017

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In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.2

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“…For this reason management researchers have concentrated their efforts over the years on studying the factors which influence salesperson performance (Churchill et al, 1985;Evans et al, 2012;Terho et al, 2015). Various studies have been carried out to assess a number of variables that relate to sales representatives' physical characteristics such as height, attractiveness, weight and age; personality characteristics such as gregariousness, extroversion/introversion, self/other orientation; and other miscellaneous characteristics such as intelligence, similarity to buyers, level of education etc.…”

Section: Introductionmentioning

confidence: 99%

The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

Aydın

Koç

Kaya

2017

BMS

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In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as "Critical Success Factors in Selling" and the mediating role of social intelligence between these and sales performance were investigated. Data ISSN 2157-6068 2017 www.macrothink.org/bms 2 collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance. Business Management and Strategy

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How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

Cited by 138 publications

References 46 publications

Towards Sutainability: Business to Business Segmentation in Cardboard Market

Towards Sutainability: Business to Business Segmentation in Cardboard Market

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

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