دانلود مقاله ISI انگلیسی شماره 49470
عنوان فارسی مقاله

کنترل سطح مدیریت فروش و شایستگی: سوابق و پیامدها

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
49470 2009 9 صفحه PDF سفارش دهید محاسبه نشده
خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.
عنوان انگلیسی
Sales management control level and competencies: Antecedents and consequences
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 38, Issue 4, May 2009, Pages 459–467

کلمات کلیدی
جهت گیری بازار - مهارت های فروش ویژه - کنترل مدیریت فروش - صلاحیت کنترل - عملکرد فروشنده - اثربخشی واحد فروش
پیش نمایش مقاله
پیش نمایش مقاله کنترل سطح مدیریت فروش و شایستگی: سوابق و پیامدها

چکیده انگلیسی

The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has neglected two important issues. First, the impact of market orientation on sales manager control approaches has not been previously considered. Second, sales manager competencies in behavior-based control have not been examined, as research has focused on the level and form of control. Market orientation and the critical sales skills required of salespeople have strong antecedent relationships with sales manager control. Also, sales manager control competencies play a significant role in shaping salesperson performance, and the impact of control competencies is larger than control level. Sales manager control competencies play an important mediating role between sales manager control level and salesperson performance and sales organization effectiveness. Our findings are based on a study of British companies in which five hundred sales managers were sent surveys and 300 usable responses (a response rate of 60%) were returned. Three important implications derived from this study include: (1) sales managers need to translate market orientation into sales force behaviors; (2) control strategy should be aligned with sales force priorities; and (3) time and resources should be invested in training sales managers.

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