Influence of Supervisory Control on Salesperson Performance: Examining the Role of Adaptive Selling Behaviour as a Mediator

Wong, Kok Leong; Ling, Tan Cheng

doi:10.21315/aamj2016.21.2.8

Cited by 5 publications

(9 citation statements)

References 48 publications

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“…Means, or mechanisms, that have been explored toward this end include being prompt ( Fournier et al, 2013 ), demonstrating effective problem handling ( Punwatkar and Varghese, 2014 ), effective communication ( Ahearne et al, 1999 ), effective listening ( Ingram et al, 1992 ), identifying nonverbal cues ( Agnihotri et al, 2016 ), determining buyers' needs ( Ingram et al, 1992 ), entertaining buyers ( Moncrief, 1986 ) and to some extent, controlling a selling situation ( Wong and Tan, 2016 ). In addition, Yang and Wu (2014) suggest the ability to socialise effectively is an equally important cognitive ability.…”

Section: Cognitive Abilitymentioning

confidence: 99%

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Herjanto

Franklin

2019

Australasian Marketing Journal

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Business and consumer buying behaviour has changed dramatically in recent time; a fact that is not lost on selling organisations when considering how best to recalibrate salesperson performance measures in response. However, a contemporary, systematic review of the academic literature concerning those most effective salesperson performance factors is markedly absent. This study joins a long line of investigatory efforts regarding the characteristics and habits of successful salesperson performance by adopting meta-analysis techniques to investigate the salesperson performance literature, content-analysing over 250 published articles from 1986 to 2017 and synthesising the findings into a new salesperson performance typology. The study finds that personal, organisational, co-worker, buyer and situational dimensions are responsible for increasing salespersons’ performance. Additionally, this work offers a parsimonious overview of current key salesperson performance research as well as a clear agenda for future salesperson performance research.

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Section: Cognitive Abilitymentioning

confidence: 99%

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Herjanto

Franklin

2019

Australasian Marketing Journal

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“…Kinerja penjual mengacu pada prestasi finansial dan non finansial Dicapai oleh tenaga penjual individu sehubungan dengan peran dan tanggung jawabnya Ditetapkan oleh perusahaan. Ini menunjukkan seberapa baik kinerja tenaga penjual Tugas penjualannya terkait saat melaksanakan tanggung jawab pekerjaan yang ditugaskan (Kok-Leong Wong, 2016).…”

Section: Pendahuluanunclassified

Model Peningkatan Kinerja Tenaga Penjual : Orientasi Pelanggan, Kompetensi Teknik Tenaga Penjual Dan Perilaku Penjualan Adaptif

Ade

2018

J. Ekon. dan Bisnis

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Adaptive sales behavior that is supported by the competence of salespeople is avariable built in order to bridge the influence between customer orientation on the performanceof salespeople. In this study 102 salespeople at PT. Pelabuhan Indonesia III, (Persero), serve asa research population. The sampling technique used the census method or used the populationas the research sample. This is done looking at the population that is in accordance with theminimum sample requirements in the use of SEM analysis tools (equitio modeling structure)The result of this research proves that customer orientation influence to adaptive sellingbehavior. the technical competence of salespeople influences adaptive sales behavior. Technicalcompetence of salespeople does not affect the performance of salespeople and behavioralsales adaptive effect on the performance of salespeopleKeywords: customer orientation, technical competence of salespeople, adaptive salesbehavior and performance of salespeople

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“…In their most recent report, Sales Insight Lab (2020) highlights that salespersons who lack this quality will need more support to meet their sales quota. Both practitioners and scholars agree that underperformance reduces salesperson job satisfaction (Shamsudheen et al, 2023;Gu, 2018), directly and indirectly, leads to higher turnover (Shanahan and Hopkins, 2019;Sunder et al, 2017), endangers business profitability (Che et al, 2018) and sustainability (Wong and Tan, 2016). Therefore, understanding why salespersons fail to perform is essential for theoretical and practical reasons (Barone and DeCarlo, 2013).…”

Section: Introductionmentioning

confidence: 99%

Does knowledge collecting and donating enhance a bank's salesperson performance?

Herjanto,

Amin,

Fatimah

2023

BPMJ

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PurposeThis study investigates the role of knowledge collecting and donating in enhancing relationship proneness and intimacy and improving a bank's salesperson satisfaction and performance.Design/methodology/approachUsing the snowball technique, 315 online questionnaires were collected from commercial banks. A total of 300 useable questionnaires were included for further analysis.FindingsThe findings demonstrated that knowledge collecting affects relationship proneness and salesperson performance, while knowledge donating affects relationship proneness but not satisfaction. The results also suggested that relationship proneness is responsible for salesperson intimacy. Furthermore, intimacy was found to affect salesperson performance and satisfaction. Finally, salesperson satisfaction was found to affect salesperson performance positively.Practical implicationsThe findings help bankers understand and utilize the power of their knowledge management in improving their sales performance and developing suitable training and strategies to strengthen salesperson intimacy.Originality/valueThis study incorporated knowledge management, relationship proneness and intimacy to enhance a better understanding of how these indicators will affect the salesperson's satisfaction and performance.

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Influence of Supervisory Control on Salesperson Performance: Examining the Role of Adaptive Selling Behaviour as a Mediator

Abstract: Salespersons

Cited by 5 publications

References 48 publications

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Model Peningkatan Kinerja Tenaga Penjual : Orientasi Pelanggan, Kompetensi Teknik Tenaga Penjual Dan Perilaku Penjualan Adaptif

Does knowledge collecting and donating enhance a bank's salesperson performance?

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