A1 Journal article (refereed), original research

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


Publication Details
Authors: Micevski Milena, Dewsnap Belinda, Cadogan John W., Kadic-Maglajlic Selma, Boso Nathaniel
Publisher: Elsevier
Publication year: 2019
Language: English
Related Journal or Series Information: Journal of Business Research
Volume number: 104
Start page: 552
End page: 562
Number of pages: 11
ISSN: 0148-2963
eISSN: 1873-7978
JUFO-Level of this publication: 2
Open Access: Not an Open Access publication

Abstract

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.


Last updated on 2020-20-03 at 10:03