The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

Füsun Altıntas, Feride Bahar Kurtulmusoglu, Murat Hakan Altintas, Hans Rudiger Kaufmann, Sanem Alkibay

    Research output: Contribution to journalArticlepeer-review

    Abstract

    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.

    Original languageEnglish
    Pages (from-to)221-240
    Number of pages20
    JournalEuroMed Journal of Business
    Volume12
    Issue number2
    DOIs
    Publication statusPublished - 2017

    Keywords

    • Adaptive selling
    • Commitment
    • Control
    • Sale performance

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