Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control Strategy

Enhancing the moral behavior of salespeople is increasingly important, but difficult, in today’s fast-paced and complex selling environment. Sales organizations need to emphasize ethical codes of conduct, but must also address the potential impact of all sales management decisions on the ethical behavior of salespeople. We expand the focus on ethical codes to include an interpersonal dimension of sales organization ethical climate and the cognitive moral development of salespeople. Relationships among sales leadership and sales management control strategy, the structural and interpersonal dimensions of sales organization ethical climate, salesperson cognitive moral development, and salesperson moral judgment are discussed and specific propositions presented. These propositions suggest specific directions for future sales ethics research and have key implications for sales organizations.     

The Role of Error Management Culture for Firm and Individual Innovativeness

To innovate at work is risky as every new endeavour is also error‐prone. Therefore, the way errors are managed in organisations may be related to organisations' innovativeness. We studied error management culture as one important and often overlooked organisational culture factor hypothesised to be related to organisational and individual innovativeness. Error management culture implies that a firm accepts that people make errors and uses “organizational practices related to communicating about errors, to sharing error knowledge, to helping in error situations, and to quickly detecting and handling errors” to deal with errors (Van Dyck, Frese, Baer, & Sonnentag, 2005 , p. 1229). Our sample consists of 30 companies with N = 227 employees. To decrease the problem of common method variance, we split the samples within each company into two subsamples: one subsample was used for the measurement of error management culture and the other one for the measure of organisational innovativeness. A multilevel structural equation modelling (MSEM) analysis showed error management culture to be related to organisational and individual innovativeness. Organisational innovativeness was a mediator for the relationship between error management culture and individual innovativeness. A potential implication is that organisations wanting to increase their innovativeness may need to examine their error management culture.     

The Changing Environment of Selling and Sales Management

New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.     

The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005

Researchers have postulated that sales and sales management research is more problematic to conduct than other managerial research and has become more diffi cult to conduct over time. To address this issue, we examine 532 samples from 1990 to 2005. We fi nd that researchers can positively affect response rate and obtained sample size by the judicious selection of response facilitators, and we identify the single best facilitator for a sales sample as well as the best combination of facilitators. Importantly, the use of the two suggested response facilitators increases the estimated obtained sample size by 58 percent compared to a study with no facilitators.     

Important First-line Sales Management Qualifications: What Sales Executives Think

Abstract

What personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.     

Sales Technologies,Sales Force Management,and Online Infomediaries

An information intermediary (or infomediary) is an online firm that plays an important role in the information component of a transaction but not in the logistics component. Infomediary sales channels in which leads that originate online are converted to sales by an offline sales force are particularly important in areas such as automobile retailing, real estate, insurance, mortgages, and many other contexts. This research examines the role of sales technologies and the organization of the sales force in creating value for infomediary sales channels, formally examining channel outcomes using an analytical model and empirically examining channel outcomes using a survey of 678 automobile dealerships. The analyses indicate that adoption of sales technologies for lead management and channel-specific salespeople influence leads purchased (from infomediaries) and infomediary channel sales for the retailer. These findings integrate important technologies from outside the organization (infomediaries) and technologies and management structures inside the organization (sales technologies for lead management and channel-specific salespeople) into an understanding of retailer use of infomediary channels. These findings also suggest that it is in the best interest of infomediaries to offer sales technology and services to retailers, bundling information products with technologies for channel management.     

Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes

This study defines a framework for understanding the impact of sales force automation (SFA) on customer relationship management (CRM) processes from the perspective of information systems and motivation theories. Investigating the relationship between these processes, with sales activities as the common link, sheds new light on several crucial issues. To enrich this study, two alternative models that distinguish the efficiency and effectiveness of salespersons’ activities also are formulated. Data from a longitudinal field study demonstrate that different SFA functionalities generate counterintuitive effects on sales activities. The main outcomes of SFA implementation in CRM processes include a mostly negative effect of SFA reporting and conflicting but complementary and globally positive effects of SFA call planning and product configuration.     

An Update on the Status of Sales Management Training

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of sales management training programs in terms of delivery and content. Our results indicate that training occurs at early stages in managers’ careers, remote training technologies are frequently used, and significant gender differences in training perceptions exist. Limitations and future research directions are provided, as are management implications.     

Personal Selling and Sales Management Abstracts

The purpose of this study is to develop and test a customer defection model describing an organizational buyer’s propensity to stop purchasing from a supplier within a multisource buyer–seller relationship. A total of 168 employees who worked in purchasing using multiple suppliers in procurement were used for this study. Findings provide strategies for the salesperson to utilize in order to reduce the customer’s perception of available alternatives (e.g., increase trust in the salesperson) and defection (e.g., increase customer satisfaction and commitment). Findings also show that the relationship between satisfaction and commitment is fully mediated by trust within a multisource relationship.     

The Role of Top Management in Developing a Customer-Oriented Sales Force

A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management risk aversion on customer-oriented selling behaviors. The results indicated that perceived top management long-term orientation had a significantly positive effect on perceived top management emphasis and a significantly negative effect on perceived top management risk aversion. In turn, perceived top management emphasis positively affected customer-oriented selling, whereas perceived top management risk aversion did not affect customer-oriented selling. The study underscores the importance of salespeople’s perceptions of top management factors for implementing the marketing concept. The managerial implications of these findings are discussed and several directions for future research are proposed.