Influence Of Supervisory Control On Salesperson Performance: Examining The Role Of Adaptive Selling Behaviour As A Mediator
Salespersons are the key marketing agent and they play a signifcant role in determining business successes of frms. In today's highly competitive business environment, frms are attempting to outperform each other. Product quality and performance are no longer the key differentiating factor. T...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Asian Academy of Management (AAM)
2016
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| Subjects: | |
| Online Access: | http://eprints.usm.my/36679/1/aamj21022016_8.pdf |
| _version_ | 1797009682681823232 |
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| author | Kok, Leong Wong Cheng, Ling Tan |
| author_facet | Kok, Leong Wong Cheng, Ling Tan |
| author_sort | Kok, Leong Wong |
| collection | USM |
| description | Salespersons are the key marketing agent and they play a signifcant role in determining
business successes of frms. In today's highly competitive business environment, frms
are attempting to outperform each other. Product quality and performance are no longer
the key differentiating factor. The competitive edge of competing frms has shifted to the
performance of the salespersons and the effectiveness of managing them. Nevertheless,
achieving salesperson performance remains as one of the most challenging tasks of
sales management today. This study aims to examine the effect of supervisory control
on salesperson performance and the mediating role of salesperson's adaptive selling
behaviour in the relationship between supervisory control and salesperson performance.
Based on a sample of pharmaceutical salespersons in Malaysia, the results revealed that
supervisory control of activity control has a signifcant positive relationship on salesperson
performance, and adaptive selling behaviour signifcantly mediates the relationship
between activity control and salesperson performance. Implications, limitations of the
research and improvements for future studies were discussed. |
| first_indexed | 2024-03-06T15:09:00Z |
| format | Article |
| id | usm.eprints-36679 |
| institution | Universiti Sains Malaysia |
| language | English |
| last_indexed | 2024-03-06T15:09:00Z |
| publishDate | 2016 |
| publisher | Asian Academy of Management (AAM) |
| record_format | dspace |
| spelling | usm.eprints-366792017-09-20T01:46:22Z http://eprints.usm.my/36679/ Influence Of Supervisory Control On Salesperson Performance: Examining The Role Of Adaptive Selling Behaviour As A Mediator Kok, Leong Wong Cheng, Ling Tan HD28-70 Management. Industrial Management Salespersons are the key marketing agent and they play a signifcant role in determining business successes of frms. In today's highly competitive business environment, frms are attempting to outperform each other. Product quality and performance are no longer the key differentiating factor. The competitive edge of competing frms has shifted to the performance of the salespersons and the effectiveness of managing them. Nevertheless, achieving salesperson performance remains as one of the most challenging tasks of sales management today. This study aims to examine the effect of supervisory control on salesperson performance and the mediating role of salesperson's adaptive selling behaviour in the relationship between supervisory control and salesperson performance. Based on a sample of pharmaceutical salespersons in Malaysia, the results revealed that supervisory control of activity control has a signifcant positive relationship on salesperson performance, and adaptive selling behaviour signifcantly mediates the relationship between activity control and salesperson performance. Implications, limitations of the research and improvements for future studies were discussed. Asian Academy of Management (AAM) 2016 Article PeerReviewed application/pdf en http://eprints.usm.my/36679/1/aamj21022016_8.pdf Kok, Leong Wong and Cheng, Ling Tan (2016) Influence Of Supervisory Control On Salesperson Performance: Examining The Role Of Adaptive Selling Behaviour As A Mediator. Asian Academy of Management Journal (AAMJ), 21 (2). pp. 1-22. ISSN 1394-2603 http://web.usm.my/aamj/21022016/aamj21022016_8.pdf |
| spellingShingle | HD28-70 Management. Industrial Management Kok, Leong Wong Cheng, Ling Tan Influence Of Supervisory Control On Salesperson Performance: Examining The Role Of Adaptive Selling Behaviour As A Mediator |
| title | Influence Of Supervisory Control On
Salesperson Performance: Examining The Role
Of Adaptive Selling Behaviour As A Mediator |
| title_full | Influence Of Supervisory Control On
Salesperson Performance: Examining The Role
Of Adaptive Selling Behaviour As A Mediator |
| title_fullStr | Influence Of Supervisory Control On
Salesperson Performance: Examining The Role
Of Adaptive Selling Behaviour As A Mediator |
| title_full_unstemmed | Influence Of Supervisory Control On
Salesperson Performance: Examining The Role
Of Adaptive Selling Behaviour As A Mediator |
| title_short | Influence Of Supervisory Control On
Salesperson Performance: Examining The Role
Of Adaptive Selling Behaviour As A Mediator |
| title_sort | influence of supervisory control on salesperson performance examining the role of adaptive selling behaviour as a mediator |
| topic | HD28-70 Management. Industrial Management |
| url | http://eprints.usm.my/36679/1/aamj21022016_8.pdf |
| work_keys_str_mv | AT kokleongwong influenceofsupervisorycontrolonsalespersonperformanceexaminingtheroleofadaptivesellingbehaviourasamediator AT chenglingtan influenceofsupervisorycontrolonsalespersonperformanceexaminingtheroleofadaptivesellingbehaviourasamediator |