2015 Q3 Research Review – edited by Jeremy Noad
6th July 2015 | Dr Jeremy Noad
These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes.
In this edition, we start with two articles on sales performance. The first identified that performance improves through enhancing the capability of KAMs (key account managers) in relationship management. The second article focuses on emotional intelligence. The research finds that a salesperson’s level of emotional intelligence mitigates the negative impact of role stress, which improves their performance.
The theme of customer management features three articles on pricing. The first looked at strategic pricing, and the second and third at improving customer perceived value: strategic pricing, which improves a firm’s performance, is achievable when supported by a stronger market position in a growth market; value-based selling requires organisational focus on organisational capabilities to improve customer perceived value, and having a clear sales strategy improves salesperson performance both directly and indirectly.