Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure

Conde, Richard; Prybutok, Victor R.; Thompson, Kenneth N.

doi:10.1080/10696679.2021.1958689

Cited by 5 publications

(17 citation statements)

References 121 publications

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“…In sum, our reasoning for the mediation-related hypotheses is based on the argument that the BBC system which is comprised of activity and capability control components (Conde et al, 2022;Vieira et al, 2022;Zang et al, 2020) are distal concepts as far as salespersons' job outcomes are concerned, whereas salespersons' work engagement is a more proximal variable that bridges BBSC system to salespersons' performance and turnover intentions. Under the integration of control theory and SDT, the following hypotheses are proposed:…”

Section: Relationship Between Work Engagement and Turnover Intentionmentioning

confidence: 99%

“…For researchers, a salesperson’s performance signifies a critical dependent variable (Bolander et al , 2020; 2021). For managers, a salesperson’s performance is central to organizational success (Conde et al , 2022). However, despite its significance, a salesperson’s performance remains an extremely debated subject.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Relationship-based salesperson’s performance aligns precisely with the research emphasizing the significance of relationship quality with customers. There is a plethora of research on linking different variables with a salesperson’s performance such as Kidwell et al (2021) linked emotional calibration with performance, political skill (Munyon et al , 2021), coaching (Bolander et al , 2021), supervisory control (Katsikeas et al , 2018), perceived leader behavior (Peesker et al , 2019), salesperson’s grit (Dugan et al , 2019), improvisation and role ambiguity (Carlson and Ross Jr, 2022), formal sales control (Conde et al , 2022), salesforce automation (Franck and Dampérat, 2022), intrinsic motivation (Conde et al , 2022; Mallin et al , 2022).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Firms are expected to continuously improve their salesforce performance to tackle the challenges posed by the business environment. In this regard, intrinsic motivation is the key concept and firms are very concerned to exploit this motivational orientation to create success in sales through salesforce (Conde et al , 2022; Mallin et al , 2022). Contrary to this, the salespersons are evaluated against the outcome performance that has been achieved from the sales activities in an outcome-based control system.…”

Section: Literature Reviewmentioning

confidence: 99%

“…One of the motivation theories related to the intrinsic side of motivation is Self Determination Theory (SDT) by Deci and Ryan (1985), which is of great significance in this study. SDT addresses the motivational characteristics of behavior-contingent reward structures and at the same time, proffers behavioral-related guiding principles for scheming higher performance (Conde et al , 2022; Good et al , 2022).…”

Section: Literature Reviewmentioning

confidence: 99%

See 4 more Smart Citations

A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective

Khan

Ahmad

Saeed

2023

IJPHM

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Purpose This study aims to investigate the direct effect of the behavior-based sales control system on job outcomes: salesperson’s performance and turnover intentions. The current study also intends to integrate these two streams by conceptualizing work engagement as a mediating variable between behavior-based sales control systems and salespersons’ job outcomes in the pharmaceutical sales context. Design/methodology/approach Data was collected through multi-stage stratified random sampling from a sample of 619 salespersons working in 20 pharmaceutical firms (multinational and national) through self-administered questionnaires. Findings The structural equation model yielded results indicating that the behavior-based sales control system was positively related to salespersons’ work engagement and negatively to turnover intentions while the relationship between the behavior-based sales control system and salespersons’ job outcomes was mediated by work engagement. Originality/value Two relatively separate lines of investigation have appeared in academic literature. The first line centered on sales force control systems and salespersons’ related consequences, whereas the second line of investigation emphasizes work engagement and its consequences. Although both lines are important, a diminutive research effort has been made to join these two different lines of investigation in sales management, specifically, in the pharmaceutical context. Focusing on this, the current research explores the role of an unexplored construct of work engagement in a pharmaceutical sales context. Second, it addresses the need to identify additional mediating variables to clarify the inconsistent relationship between sales control systems and job outcomes, such as job performance and turnover intentions.

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Section: Relationship Between Work Engagement and Turnover Intentionmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

See 3 more Smart Citations

A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective

Khan

Ahmad

Saeed

2023

IJPHM

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Proposing a sales performance motivational framework for B2B sellers in services firms

Rodríguez,

Roberts-Lombard,

Høgevold

et al. 2024

European Research on Management and Business Economics

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Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Conde,

Prybutok,

Thompson

et al. 2023

JBIM

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Purpose The purpose of this study is to extend sales control research to inside sales. Aside from a few notable exceptions (Conde et al., 2022) much of the sales control literature has focused on a single control mechanism rather than a sales control portfolio perspective. The authors add multiple layers to Conde et al. (2022) by capturing secondary operational data and manager interviews to access sales control theory in practice. Design/methodology/approach With operational data from a Fortune 100 financial services company and sales manager interviews, the authors present evidence that managers apply a portfolio of controls to ensure sales agents’ overall performance. Findings Findings support that cultural controls have a greater influence on overall performance than a focus solely on process and outcome controls. Inside sales managers can generate better results when they focus on creating an employee-centric culture rather than controlling sales agents with formal sales controls. Originality/value This study extends sales control research by examining inside sales managers’ formal and informal sales controls. Historically, inside sales had sales leaders balance a myriad of sales controls grounded in strict oversight. With a few notable exceptions, the limited inside sales control research provides the opportunity to display an inside sales manager’s need to jointly focus on operational results and sales outcomes, illustrating the importance of cultural controls compared to other sales process and outcome controls. This research considerably extends sales controls research by focusing on inside sales.

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Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure

Cited by 5 publications

References 121 publications

A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective

A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective

Proposing a sales performance motivational framework for B2B sellers in services firms

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

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