2017 Q3 Research Review – edited by Jeremy Noad

22nd September 2017 |   Dr Jeremy Noad

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies and systems and processes.

Sales performance

Applying adaptive selling plays a critical role in sales performance

This paper presents a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organisational commitment on the effect of managerial control systems on the self-assessed performance of the salespeople working in the field of industrial marketing.

The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance.

Altıntas, F et al (2017), “The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance,” EuroMed Journal of Business, 12(2), pp.221-240.

Dr Jeremy Noad

Dr Noad coaches sales leaders and teams | + posts

Dr Jeremy Noad edits our Research Review. As an advocate both of sales excellence and translating sales research into action, he has been our Research Review section editor since day one. A 25-year sales and marketing veteran who has worked with sales organisations on all major continents, Dr Noad guides and coaches sales leaders and their teams to transform sales performance and effectiveness. His present focus is on global sales effectiveness with a $20bn market leader. He completed his doctorate on improving sales performance at Portsmouth University.