European Journal Marketing

A new perspective on sales outcome controls: an inside sales perspective 

The purpose of this paper is to explore the need to bifurcate outcome controls into two distinct variables: sales and phone operational controls. Researchers know little about the application of sales outcome controls beyond sales-only outcomes, which, in turn, limits the definition of outcome controls.

  Article publication date: JUL 27, 2021

international Journal higher ed.

An Immersion Approach to Client-Sponsored Projects: Preparing Students with Soft Skills Required for Hiring – Face to Face & Virtual Methods

This article describes procedures educators can use for developing a classroom experience integrating real-business world pressures, coaching, and accountability to better prepare graduating students for their careers and satisfy the skills business managers expect.

Article publication date:  NOV 18, 2020

Bus. & Industrial Marketing

Inside sales agent’s sales activities influence on work outcomes & sales agent tenure through autonomous motivation

This paper aims to assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent.

  Article publication date:  NOV 2, 2020

Bus. & Industrial Marketing

The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge

Through the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create communities of practice (CoPs). Drawing on situated learning theory and inside salespersons’ discussion forums, this study showcases how inside sales agents use CoPs to better their sales activity knowledge. This paper discovered how inside sales agents reach outside their organization to seek information within their mesosystem to positively impact sales activity knowledge outcomes.

  Article publication date: MAY 25, 2021

Marketing Theory & Practice

Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure

Using operational and earned incentive secondary data from 615 inside sales agents from a Fortune 100 financial service company with multiple locations throughout the United States, we examine the effect of intrinsic and extrinsic motivation on inside sales agent tenure, as well as the moderating cultural influence of Hispanic inside sales agents. Overall, inside sales agent retention is positively affected by increased intrinsic motivation and negatively affected by extrinsic motivation. Cultural differences among inside sales agents did not moderate either relationship, demonstrating the similarities of psychological needs for autonomous motivation that transcends cultures.

Article publication date:  JUL 3, 2022

Bus. & Industrial Marketing

The Moderating role of cultural controls on the relationship between traditional formal sales controls and inside salespeople performance

For the past several decades, the sales control literature has focused on the outside sales context. This study aims to extend sales control research by examining formal and informal sales controls, embodied by cultural controls, used by sales managers in an inside sales context, where the sales agent’s performance focus extends beyond sales outcomes to include the influence of operational phone outcomes.

  Article publication date:  JAN 22, 2023

Bus. & Industrial Marketing

Inside Sales manager’s utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance.

The purpose of this study is to extend sales control research to inside sales. Aside from a few notable exceptions (Conde et al., 2022) much of the sales control literature has focused on a single control mechanism rather than a sales control portfolio perspective. The authors add multiple layers to Conde et al. (2022) by capturing secondary operational data and manager interviews to access sales control theory in practice.

  Article publication date: FEB 13, 2024

Organizational Analysis

Do the management process and organizational behavior modification enhance an ethical environment and organizational trust in the US and Brazil?

The purpose of this study is to determine whether the implementation of a performance management system comprising some traditional management practices (management process and organizational behavior modification) lead to an ethical organizational environment and improved employee performance.

Article publication date:  FEB 15, 2024