The Effect of a Company's Sales Capacity on Performance: Focusing on the Value Congruence between the Salesperson and the Company and the Behavior of the Salesperson

Chan-Koo, Yeo; Jang, Myoung-Gyun; Kim, Jeongsoo

doi:10.17657/jcr.2021.04.30.3

Cited by 2 publications

(1 citation statement)

References 102 publications

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“…Cho et al (2017) [91] revealed a positive relationship between customer-oriented sales and revenue, confirming that customer-oriented sales influence financial performance. Additionally, Yeo et al (2021) [92] proved that sales representatives' customer-oriented sales behaviors positively impact sales performance. Thus, customer-oriented sales behavior can improve business performance by meeting customer needs and maintaining relationships for long-term benefit.…”

Section: Kammentioning

confidence: 99%

Analyzing Factors That Affect Korean B2B Companies’ Sustainable Performance

Lee,

Kim

2024

Sustainability

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This study empirically examines factors that can influence the sustainable corporate performance of Korean business-to-business (B2B) companies with the help of unique survey data. Factors such as technological capability, the chief executive officer (CEO)’s risk-taking propensity, B2B seller skill, and key account management (KAM) are analyzed to clarify their impact on sustainable financial and non-financial performance. In particular, given that environment, society, and governance (ESG) reporting has recently been widely recognized as an important evaluation factor for companies, we look at the mediating effects of ESG management on sustainable business performance. The results show that the CEO’s risk-taking propensity and B2B seller skill significantly impact the company’s sustainable financial performance, while technological capability and the CEO’s risk-taking propensity significantly impact sustainable non-financial performance. The fact that a CEO’s risk-taking propensity affects both sustainable financial and non-financial performance indicates the importance of entrepreneurial competency in the sustainability of the company. Furthermore, the findings reveal that ESG management plays a crucial role in sustainable corporate performance. The mediating role of ESG management allows technological capability, B2B seller skill, and KAM to influence sustainable financial performance significantly. Likewise, all of the explanatory factors contribute to the company’s sustainable non-financial performance through ESG management. The findings are important for both practitioners and scholars because they emphasize the need to establish an optimal ESG management strategy for corporate survival and sustainability. Furthermore, this study underscores that ESG management should be implemented by all organizational members, from CEOs to employees. Future research will include more comprehensive samples and analyze various strategic factors not covered in this study to derive effective ways by which companies can increase their performance and sustainability. We will also explore the factors that contribute to good ESG management practices.

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Section: Kammentioning

confidence: 99%

Analyzing Factors That Affect Korean B2B Companies’ Sustainable Performance

Lee,

Kim

2024

Sustainability

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Antecedents and Consequences of Value-Based Selling in B2B Market

Hangeun¹,

Kang²

2023

J. Channel Retail.

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Conclusions: Following recent calls for more research on the antecedents of value based selling, this research explores salespeople' motivational and attitudinal factors that affect the use of value-based selling. The theoretical and practical implications of the research are discussed as follows. First, this research answers recent calls for study into the antecedents of value-based selling by developing a theoretical model to investigating the effect of customer orientation, learning orientation, and external networking of salespeople on the usage of value selling practices. Also, salespeople needs to communicate with inner people in his her own organization, leveraging their skills and knowhow and align everyone around the goal of value-in use creation with customers.Finally, sales manager aiming to encourage the use of value-based selling in their salespeople must balance managerial actions aimed at motivational and attitudinal factors.

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The Effect of a Company's Sales Capacity on Performance: Focusing on the Value Congruence between the Salesperson and the Company and the Behavior of the Salesperson

Cited by 2 publications

References 102 publications

Analyzing Factors That Affect Korean B2B Companies’ Sustainable Performance

Analyzing Factors That Affect Korean B2B Companies’ Sustainable Performance

Antecedents and Consequences of Value-Based Selling in B2B Market

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