Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors

Autor:	Milena Micevski, Selma Kadic-Maglajlic, Belinda Dewsnap, Nathaniel Boso, John W. Cadogan
Rok vydání:	2019
Předmět:	Marketing Role stress Customer orientation Social exchange theory 0502 economics and business 05 social sciences Stressor Flexibility (personality) 050211 marketing Business 050203 business & management Industrial organization
Zdroj:	Journal of Business Research. 104:552-562
ISSN:	0148-2963
DOI:	10.1016/j.jbusres.2018.12.021
Popis:	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.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::bbe2c9490284180ba97d7e1bcc5ccc0e https://doi.org/10.1016/j.jbusres.2018.12.021 Zobrazit plný text záznamu Full Text from ScienceDirect