TY - JOUR
T1 - The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance
AU - Altıntas, Füsun
AU - Kurtulmusoglu, Feride Bahar
AU - Altintas, Murat Hakan
AU - Kaufmann, Hans Rudiger
AU - Alkibay, Sanem
PY - 2017
Y1 - 2017
N2 - Purpose: The purpose of this paper is to present 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 organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing. Design/methodology/approach: In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis. Findings: 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. Originality/value: This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.
AB - Purpose: The purpose of this paper is to present 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 organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing. Design/methodology/approach: In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis. Findings: 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. Originality/value: This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.
KW - Adaptive selling
KW - Commitment
KW - Control
KW - Sale performance
UR - http://www.scopus.com/inward/record.url?scp=85019655137&partnerID=8YFLogxK
U2 - 10.1108/EMJB-12-2016-0037
DO - 10.1108/EMJB-12-2016-0037
M3 - Article
AN - SCOPUS:85019655137
SN - 1450-2194
VL - 12
SP - 221
EP - 240
JO - EuroMed Journal of Business
JF - EuroMed Journal of Business
IS - 2
ER -