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

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journal contribution
posted on 27.09.2019, 13:10 by Milena Micevski, Belinda Dewsnap, John Cadogan, Selma Kadic-Maglajlic, Nathaniel Boso
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.

History

School

  • Business and Economics

Department

  • Business

Published in

Journal of Business Research

Volume

104

Issue

November 2019

Pages

552 - 562

Citation

MICEVSKI, M. ... et al, 2019. Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors. Journal of Business Research, 104 (November 2019), pp.552-562.

Publisher

© Elsevier

Version

AM (Accepted Manuscript)

Publisher statement

This paper was accepted for publication in the journal Journal of Business Research and the definitive published version is available at https://doi.org/10.1016/j.jbusres.2018.12.021.

Acceptance date

06/12/2018

Publication date

2019-02-10

ISSN

0148-2963

Language

en

Exports