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.
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.