A Study of the Control Mechanism on the Salesperson’s Opportunism : Focused on Automobile Distribution Channel

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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A Study of the Control Mechanism on the Salesperson’s Opportunism : Focused on Automobile Distribution Channel

Cited by 2 publications

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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

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

Antecedents and Consequences of Value-Based Selling in B2B Market

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