Organisational and environmental indicators of B2B sales performance

IF 3.6 3区 管理学 Q2 BUSINESS
Nils M. Høgevold, R. Rodríguez, G. Svensson, M. Roberts-Lombard
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引用次数: 9

Abstract

PurposeThe purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011).Design/methodology/approachA research instrument was used to establish whether three categories that were positioned into a framework of six dimensions can be perceived as valid and reliable. These categories related to organization and environmental indicators of sales performance. A wide variety of organization that are representative of different sectors and organizational sizes were included in the study. These industries and sectors are representative of the commercial sector of Norway.FindingsA six-dimensional framework of organizational and environmental indicators was tested with success in the study. The different dimensions encompass a focus on the external environment, market orientation (internal environment), teamwork (internal environment), positive behavioral feedback (supervisory leadership), transformational leadership (supervisory leadership) and positive feedback (supervisory leadership).Originality/valueA foundation is provided to structure the assessment of sales performance in business-to-business settings through the development of a business-to-business framework of organisational and environmental indicators in sales performance. In addition, a foundation for further studies on sales performance is delivered. Therefore, the study secures a practical orientation to organise and structure the process of business-to-business environmental and organisational planning through verified categories of organisational and environmental indicators, divided into six categories.
B2B销售业绩的组织和环境指标
目的本研究的目的是确认一个概念化的框架,关于企业对企业环境中销售业绩的组织和环境指标。该研究基于Churchill et al.(1985)和Verbeke et al.(2011)对销售业绩的荟萃分析。设计/方法/方法使用一种研究工具来确定定位在六个维度框架中的三个类别是否可以被认为是有效和可靠的。这些类别涉及到组织和环境指标的销售业绩。各种各样的组织,代表不同的部门和组织规模被包括在研究中。这些行业和部门是挪威商业部门的代表。研究成功地测试了组织与环境指标的六维框架。不同的维度包括关注外部环境,市场导向(内部环境),团队合作(内部环境),积极的行为反馈(监督领导),变革型领导(监督领导)和积极反馈(监督领导)。原创性/价值通过制定企业对企业销售业绩的组织和环境指标框架,为企业对企业环境中的销售业绩评估提供了基础。为进一步研究销售绩效奠定了基础。因此,该研究确保了一个实际的方向,通过组织和环境指标的验证类别,分为六个类别,组织和构建企业对企业的环境和组织规划过程。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
CiteScore
8.00
自引率
9.10%
发文量
64
期刊介绍: Marketing Intelligence & Planning (MIP) facilitates communication between researchers and practitioners, providing the users of research with a wealth of robust and relevant information. At a time when some journals are losing their relevance to industry and practical requirements, MIP successfully offers a bridge between academic and practitioner thinking, while retaining a high level of scientific rigour.
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