Relationships between salesforce control systems and salesforce performance: A review of studies

Fatima, Zoha; Azam, Mohammad Khalid

doi:10.1362/146934717x15144729613906

Cited by 4 publications

(3 citation statements)

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“…Absorptive capacity for knowledge and investment in training and development programs are essential elements that contribute to an organization's effectiveness (Kanwal et al, 2017;Fatima, 2017). In essence, effectiveness is a vital measure of how well an organization is achieving its strategic objectives.…”

Section: Sustainable Competitive Advantagementioning

confidence: 99%

The Role of Strategic Sensitivity in Sustainable Competitive Advantage

Hamed¹

2023

J. Professional Business Review

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Purpose: The aim of this study is to examine is to investigate the level of interest and implementation of strategic sensitivity in the General Company for the manufacture of cars and equipment and its various divisions, and how it affects the achievement of sustainable competitive advantage. Theoretical framework: The theoretical framework encompasses various relevant theories and concepts. Resource-Based View, Dynamic Capabilities, Environmental Scanning, Organizational Learning. By integrating these theoretical perspectives, the theoretical framework provides a comprehensive understanding of the role of strategic sensitivity in achieving sustainable competitive advantage. It considers the resources, capabilities, and processes that enable organizations to sense, interpret, and respond to changes in the external environment, ultimately leading to a sustainable competitive advantage. Design/methodology/approach: The research utilizes an analytical survey approach to gather data from workers within the company. A sample size of 195 individuals was selected, and a total of 129 questionnaires were retrieved, out of which 120 were valid for analysis. Findings: The results show a positive correlation between strategic sensitivity and sustainable competitive advantage. The strategic insight subvariable has been identified as having the greatest impact on sustained competitive advantage. Research, Practical & Social implications: The study contributes to understanding the role of strategic sensitivity in achieving sustainable competitive advantage. The findings provide practical recommendations for companies, such as the General Company for the Manufacture of Vehicles and Equipment, to enhance their strategic sensitivity and achieve a sustainable competitive advantage. By applying strategic sensitivity, companies can improve their sustainable competitive advantage and overall performance. Originality/value: The value of the study adds originality to the existing body of knowledge by specifically examining the relationship between strategic sensitivity and sustainable competitive advantage in the context of the General Company for the manufacture of cars and equipment.

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Section: Sustainable Competitive Advantagementioning

confidence: 99%

The Role of Strategic Sensitivity in Sustainable Competitive Advantage

Hamed¹

2023

J. Professional Business Review

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“…Salesforce control systems have consequences for salesforce performance (Oh et al, 2021), salesforce motivation, sales organization effectiveness (Fatima, 2016;Fatima & Azam, 2017a, 2017b, servicesales ambidexterity (Ahmad et al, 2022), and salesforce adaptive selling behaviour (Shin et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

Fatima,

Khan,

Mohammad

2023

Management and Labour Studies

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The salesforce control system plays an important role in salesforce performance and organization effectiveness. This study investigates the influence of behaviour-based and outcome-based control systems on eight performance-related variables. Data have been collected from sales executives of pharmaceutical companies in India on the basis of a self-administered survey. A standardized close-ended survey instrument was utilized to gather the data. Post screening, a usable sample of 346 responses was analysed by employing partial least square structural equation modelling. The results indicate that although both kinds of salesforce control systems are acceptable, the behaviour-based one appears to be slightly better. Academic and managerial implications are discussed in this article.

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“…Salesforce performance has continued to be recognized by scholars and practitioners in market research as an extremely important cornerstone of modern marketing thought as it directly influences the firm sales effectiveness, revenue growth, and overall superior performance (Fatima & Azam, 2017). The salesforce plays critical roles in organizations as they are the ones who in most cases interact with customers, provide information about their organization and products, provide prices, demonstrate how products are used, train customers, provide after sales service, and resolve any issues that may arise.…”

Section: Introductionmentioning

confidence: 99%

Sales Territory Design and Salesforce Performance in the Detergent Manufacturing Companies: The Actual Kenyan Context

Mwangi

Kibera

Kinoti

et al. 2021

ESJ

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This paper focuses on determining the influence of sales territory design on salesforce performance in the detergent manufacturing companies in Kenya. Detergents play a critical role in our everyday lives by ensuring hygiene at our personal level, in our homes, in schools, institutions, and hospitals. Detergents have gained a lot of prominence since the onset of the Corona Virus (COVID-19) disease in 2019, as it has been proved that they play an important role in curtailing the transmission of the COVID-19 disease. The Salesforce plays an important role in organizations as they are the ones who in most cases interact with customers, provide information about their organization and products, provide prices, demonstrate how products are used, train customers, provide after sales service, and resolve any issues that may arise. The study was anchored on Expectancy Theory, Resource Based Theory, Equity Theory, and Agency Theory. The study adopted positivism philosophy and used a descriptive cross sectional design. The unit of analysis was the sales people in the detergent manufacturing companies in Kenya who are members of Kenya Association of Manufacturers as per list obtained from KAM in December 2018. The study used primary data which was collected by administering semi-structured questionnaires. The data was analyzed using a combination of both descriptive and inferential statics to describe the manifestations of the variables in the data collected, simple regression model was used to test the significance of the influence of sales territory design (independent variable) on the salesforce performance (dependent variable). Fischer distribution test (F-test) was used to test the significance of the independent variable and the overall model. The p-value for the F-statistic was used to determine the robustness of the model. This was done at 95% confidence level (p<0.05). The study found a strong relationship between sales territory design and salesforce performance. This depicts that sales territory design is critical in determining salesforce performance in detergent manufacturing companies in Kenya.

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Relationships between salesforce control systems and salesforce performance: A review of studies

Cited by 4 publications

References 0 publications

The Role of Strategic Sensitivity in Sustainable Competitive Advantage

The Role of Strategic Sensitivity in Sustainable Competitive Advantage

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

Sales Territory Design and Salesforce Performance in the Detergent Manufacturing Companies: The Actual Kenyan Context

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