Sales Intra-Functional Flexibility: Its Relationship to Performance and Moderating Effects on Role Stressors

Autor(en)

Milena Micevski, Belinda Dewsnap, John Cadogan, Selma Kadić-Maglajlić, Nathaniel Boso

Abstrakt

Building on strategic flexibility literature and social exchange theory, we identify sales department intra-functional flexibility (SIF) as an important driver of sales organization success. Using primary data from 229 sales organizations, we find that sales teams with greater levels of SIF report greater levels of sales and customer performance. In addition, findings show that customer orientation positively moderates SIF's relationship with customer performance, but negatively moderates its effect on the relationship with sales performance. We find mixed results with regard to the benefits of SIF in conditioning the effect of salesperson role stress to firm performance. Theoretical and managerial implications of these findings are discussed and avenues for future research are proposed.

Organisation(en)

Institut für Rechnungswesen, Innovation und Strategie

Externe Organisation(en)

Loughborough University, University of Sarajevo, Kwame Nkrumah University of Science and Technology

Journal

Journal of Business Research

Band

104

Seiten

552-562

Anzahl der Seiten

11

ISSN

0148-2963

DOI

https://doi.org/10.1016/j.jbusres.2018.12.021

Publikationsdatum

2018

Peer-reviewed

Ja

ÖFOS 2012

502052 Betriebswirtschaftslehre, 502019 Marketing

Schlagwörter

ASJC Scopus Sachgebiete

Marketing

Link zum Portal

https://ucrisportal.univie.ac.at/de/publications/sales-intrafunctional-flexibility-its-relationship-to-performance-and-moderating-effects-on-role-stressors(c0669ecf-eb38-4b96-874c-68a50886fa59).html