Sales Performance Research Articles

The Effects of EVC Plus on Firm’s Sales Performance

This paper analyzed how EVC Plus affects the sales performance of local firms using coded data from HORMUUD Telecom (2017-2020) for privacy purposes and survey questionnaires extracted from local universities. Five clusters were chosen as a sample, universities, grocery supermarkets, pharmacies, utility companies, and government agencies. The study uses an autoregressive model and other techniques. The findings reveal that the adoption of EVC plus has a strong positive and significant correlation with a firm’s performance. The highest correlation coefficient is found in utility firms, followed by the universities, where almost all transactions are made in EVC Plus mobile money transfers.

APLIKASI MONITORING PASANG BARU INDIHOME DAN KINERJA SALES PADA PT. TELKOM AKSES

PT. Telkom Access is a subsidiary of PT. Telekomunikasi Indonesia, Tbk (Telkom) whose shares are wholly owned by Telkom. Telkom Access is engaged in the business of providing construction services and managing network infrastructure. PT. Telkom Access still uses facilities in the form of Google Drive to help monitor the results of new installations of Indihome and there has been no sales performance for its employees to use, but this is not completely smooth, sometimes it is slow and cannot be accessed due to several things such as the internet network is experiencing interference, poor access. concurrently, and other constraints, so as to access and monitor the final results of the design to make "Indihome new Install Information System Design and Web-Based Sales Performance at PT Telkom Access which makes it easy for sales and management to evaluate new installs and sales performance that has been faster and more accurate because online and realtime.

The Influence of E-Commerce and Motive Updates On Sales Performance In Kenza Batik In The Covid-19 Era

This research was conducted at Batik Kenza, Trusmi Kulon Village, Plered District, Cirebon Regency. This study aims to analyze (1) the effect of e-commerce on sales performance at Batik Kenza in the era of the covid-19 pandemic. (2) the effect of the renewal motive on sales performance at Batik Kenza in the era of the covid-19 pandemic. (3) the effect of e-commerce and the renewal of motives together on sales performance at Batik Kenza in the era of the covid-19 pandemic. This study uses a quantitative descriptive approach with the type of field research. The subjects of this study were all employees who worked at Batik Kenza with the population in this study amounting to 30 employees of Batik Kenza. The number of samples in this study were 30 samples of Batik Kenza employees using a sampling technique, namely saturated sampling. The data analysis method used is descriptive analysis and multiple linear regression using IBM SPSS version 22. The results show that the e-commerce variable (X1) partially has no effect and is not significant on sales performance at Batik Kenza's business in the era of the covid-19 pandemic, this is because there is a price difference between the selling price in the shop/showroom which is cheaper when compared to the selling price in e-commerce. While the variable renewal motive (X2) has a partial and significant influence on the sales performance of the Batik Kenza business in the era of the covid-19 pandemic, this is because the renewal motive carried out by Batik Kenza is going very well. Simultaneously, e-commerce and renewal motives have a joint effect on sales performance at Batik Kenza's business in the era of the covid-19 pandemic

Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy

People with the personality traits of Machiavellianism, narcissism, and psychopathy (i.e., the “dark triad”) are prevalent in the sales profession. Yet research into sales performance drivers tends to focus on positive personality traits. The authors examine the dark triad's effect on salesperson performance and reveal some conditioning factors that influence these links. A longitudinal study that pairs surveys and objective performance data from a national insurance agency reveals the complex effects of dark triad traits on performance over time. Another study, based on data from a direct sales organization and employing social network analysis, relies on partial least squares structural equation modeling to determine the role that the social structure plays in conditioning the relationship between dark triad traits and performance. The results yield insights into both the challenges and the opportunities that dark traits present for managers and scholars.

An analysis of cross-channel return processing with return-freight insurance for live streaming platforms

Live streaming has witnessed a steady growth with advances in E-commerce, many offline manufacturers have adopted live streaming as a tool to improve online sales performance. However, one of the challenges faced by the manufacturer is return problem, such as cross-channel return, return cost sharing. To address this, offline manufacturers, nowadays, are adopting return-freight insurance. This study uses evolutionary game theory to investigate the dynamic evolution process for the decision of return-freight insurance and cross-channel return between the offline manufacturer and consumers in live streaming. In the modeling process, the payoff matrices and replicator dynamics equations between the manufacturer and consumers are constructed. The following two issues are addressed: who bears the cost of return-freight insurance and whether there is a stable strategy choice for the return mode of consumers. Further, the selection of an evolutionary stable strategy (ESS) for the entire system is explored. Numerical simulation is conducted to validate the effects of the parameters on the decisions of both players. The results show that the final ESS for the entire system can be changed by adjusting relevant parameters and the initial strategy combinations of both players. Thus, this study contributes by generalizing the application of return-freight insurance in trade processing and highlighting the importance of return-freight insurance in return behavior.

Implementation of Enterprise Risk Management in Medium-Sized Priority Sector Companies in East Java

Enterprise Risk Management (ERM) has the benefit of enhancing organizational effectiveness, risk reporting, and improving business performance. The maturity measurement of ERM implementation is crucial in deducing risk management conditions and disparities within the company as means to achieve a more targeted ERM pursuance, one which is beneficial in assessing the company's condition. This study used sixteen criteria of ERM Maturity Models, to measure the maturity level of ERM implementation carried out by medium-sized industrial companies in priority sectors in East Java. Data were obtained from 137 company directors or managers of Medium Industry companies dispersed across 38 districts/cities in East Java among 6 priority sectors. Results showed that 43.5% and 46.6% of companies that experienced sales growth and an increase in net profit, respectively, are companies with optimal implementation of ERM. Meanwhile, 67% of companies that underwent a decline in sales performance and net profit turned out to be companies with weaker ERM implementation levels.

The Influence of Digital Marketing and Market Orientation on Sales Performance Through Product Innovation and Product Excellence

Micro, Small and Medium Enterprises (MSMEs) in running their business need a strategy to achieve the desired goals. MSMEs must maximize sales performance including through Digital Marketing, Orientation, Product Innovation and Product Excellence. The purpose of this study is to analyze the effect of market orientation on product innovation, analyze the effect of market orientation on product excellence, analyze the effect of product innovation on product excellence, analyze the effect of digital marketing on sales performance. analyze the effect of excellence on sales performance. The population in this study are MSMEs in Brebes Regency. The sample used in this study was 95 SMEs in Tegal Regency. The technique used in sampling is purposive sampling, namely sampling with certain considerations or criteria. The data used in this research is primary data, which is done by survey method through questionnaires. The analysis method used is SEM PLS. Based on the results of the study, that the variables Digital Marketing, Market Orientation, Product Innovation, Product Excellence Have a Significant Positive Influence on Sales Performance.

Hedonic service consumption and its dynamic effects on sales in the brick-and-mortar retail context

This study investigates how hedonic consumption experiences within a shopping mall dynamically affect the mall's overall sales performance. Using weekly sales data of various products and services compiled from 2013 to 2019 by a large shopping mall owner, we examine how customers' spending on certain hedonic services (i.e., food, entertainment, and lifestyle) generates immediate, transient, and long-term sales for other product categories. We develop a conceptual framework based on the customer experience literature to predict these effects. A time-series model is then employed to estimate the dynamic effects empirically. The results indicate that the consumption of hedonic services can induce an immediate increase in the sales of certain product categories, such as apparel and necessities. However, while the transient effects of the consumption of food and lifestyle services appear to be positive, those of entertainment services consumption are either negative or insignificant. Furthermore, customer spending on hedonic services is unlikely to permanently change other product categories' sales. This study provides critical insights into how hedonic shopping experiences influence retailers' short- and long-term sales performance. Further, the study's findings can help retailers anticipate how their investment in hedonic elements would alter overall store performance over time.

When polychronicity affects salesperson performance: The effects of improvisation, role ambiguity, and sales job complexity

Polychronicity – an individual's level of preference for doing several things within a given time block – is a key salesperson characteristic with implications specific to increased performance. While a number of articles show that polychronicity positively affects performance, previous research has not explored underlying mechanisms, making it unclear how polychronicity affects outcomes associated with salesperson performance. An additional gap that research has failed to consider is the job-related conditions that favor a positive relationship between polychronicity and its consequences. This research addresses these gaps and suggests that polychronicity affects how individuals perceive their role ambiguity and improvisation which in turn influences their self-assessments of sales performance. Drawing from a person–job fit framework, we also propose that the complexity of sales jobs influences how polychronicity affects performance, improvisation and role ambiguity, and how it moderates the mediating effects of improvisation and role ambiguity. Based on a survey of B2B sale professionals across multiple firms, our findings document that sales job complexity moderates how polychronicity affects performance, improvisation and role ambiguity, and the mediated effects are dependent on sales job complexity. This study offers practical knowledge to B2B salespersons and sales force managers.

Sosialisasi Pemanfaatan Internet banking Untuk Meningkatkan Kinerja Penjualan Usaha Mikro Di Desa Ngijo Kecamatan Tasikmadu Kabupaten Karanganyar

Ngijo Village, Tasikmadu District, Karanganyar Regency has various potentials, one of which is the snack industry. Observation results, Partners have a good opportunity as evidenced by an increase in sales turnover every month. Partners have taken advantage of marketplaces such as Shopee, Tokopedia, OLX. Partner's understanding of banking digitalization is important to have, the problem is that Partners have not used internet banking. Community Service Activities carried out on Saturday 23 July 2022 in the form of a Workshop aimed at introducing internet banking as a strategy to improve sales performance. In practice, all partners are very enthusiastic about participating in the Workshop. By looking at the performance of Partners participating in simulations and doing exercises, it shows an increase in understanding where student partners have gained a good understanding of the use of internet banking to improve sales performance.

Impact of streamers’ characteristics on sales performance of search and experience products: Evidence from Douyin

Live streaming social commerce, a booming branch of online retailing, has enabled online retailers to interact with customers face to face, defying spatial restrictions. Recent research in live streaming social commerce has started to regard streamers' characteristics as important signals that affect customers' purchase intention. Drawing on signaling theory and the match between streamers and products, this paper aims to investigate the heterogeneous effects of streamers' objective characteristics on the sales performance of experience products and search products in the context of live streaming social commerce. Empirically, using the monthly panel data of 10,087 streamers on Douyin, this paper constructs a fixed-effect regression model to identify the effects of two streamer-centered objective signals, namely, gender and assortment depth, on streamers' sales performance. The results showed that (1) assortment depth has a positive effect on streamers’ sales performance, especially when streamers have a high popularity level; (2) male streamers basically perform better in selling experience products, probably due to their high trustworthiness; and (3) female streamers perform better in selling search products, especially when the streamer has a high popularity level. These findings highlight how important it is for brands and suppliers to consider streamer-product fit when choosing suitable streamers.

Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis

Key account managers handle a supplier's most strategically important customer relationships. The success of a key account relationship essentially depends on the competencies, skills, and mindset of the key account manager. Previous research indicates that mindset and identity have a significant impact on the performance and effectiveness of (sales) employees. The concept of identity and identification, rooted in social identity theory and self-categorization theory, as well as literature on key account management and the unique role of key account managers provide the theoretical framework, proposing four relevant identification foci of key account managers: identification with organization, key account, leader, and occupation. This study uses survey data from 218 respondents and conducts a fuzzy-set qualitative comparative analysis to identify configurations of identification foci that foster key account manager effectiveness. The findings reveal four different configurations, consisting of different identification profiles and contextual factors, which are sufficient for high key account manager effectiveness. The results of the analysis contribute to identity and key account management research and show that high effectiveness of key account managers can be achieved with different identification patterns and depending on different contextual factors.

Cloud Based Marketing and Sales Performance of Deposit Money Banks in Port Harcourt, Rivers State

The study examined the relationship between cloud based marketing and sales performance of deposit money banks in Port Harcourt. Drawing from its conceptual frame-work was set out to achieve four (4) objectives and addressed four (4) research questions and four (4) hypotheses. The population of the study comprised of 21 registered deposit money banks in Rivers State gotten through the Central Bank of Nigeria. Given a population of 21 banks which is less than thirty (30), the study adopted a census approach and undertook a study of the entire 21 banks with a focus on the staff (marketing and sales personnel). To generate data for the study, one hundred and five (105) copies of questionnaire were given to the twenty one registered banks in the frame of five (5) copies per bank. The questionnaire was structured in a four (4) point likert scale. The data collected through the questionnaire were analyzed using Pearson Product Moment Correlation through the aid of Statistical Package for Social Sciences (SPSS). The result of the analysis has revealed that cloud based marketing in terms of (content marketing and pay per click advertising) relates significantly with sales performance via its measures of sales growth and market share growth. It was concluded that cloud based marketing is a vital tool for improving sales performance of deposit money banks in Port Harcourt. The study recommended that, deposit money banks in Port Harcourt particularly those that are currently experiencing low sales performance as a result of pandemic disruption should adopt content marketing as it would increase their level of sales performance and also they should take advantage of modern technology and practice pay per click advertising as it would help them to build traffic on their web page that will in turn increase sales performance.

How to leverage relational gatekeepers to improve sales performance: Moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi

The literature rarely explores sales gatekeeping strategies empirically and fails to provide sufficient understanding of how and when this strategy can be effectively employed. This study aims to examine these issues by examining the impact on sales performance of using relational gatekeepers in the B2B sales process as well as the moderating effects of gatekeeper-salesperson and gatekeeper-buyer guanxi on the above-mentioned link. Based on a questionnaire survey of 245 pairs of sales managers from Chinese B2B manufacturing and service companies and their sales gatekeepers, the research results indicate that employing relational gatekeepers helps develop sales managers–purchasing manager guanxi, which in turn generates better sales performance. In addition, the gatekeeper's affective commitment to his/her relationship with the sales manager and relational power over the purchasing manager reinforces the sales gatekeeping strategy's effectiveness. These research findings significantly contribute to the theory development of gatekeeping strategy in B2B sales management and also provide insightful managerial implications for B2B sales managers on how to more effectively use relational gatekeepers to facilitate achieving their sales goals.

The Impact of Advertising Medium on Consumer Brand Preference for beverages in Osun State, Nigeria

The study examined the roles of advertisement on consumers’ brand preference of beverages, using Cadbury Nigeria PLC as a case study. The primary aim of this research was to examine the influence of advertising on consumers’ buying behaviour, evaluate the influence of advertising on the competitiveness of beverage brands, examine the influence of advertising on the sales performance of Cadbury Nigeria PLC brands and to determine the types of advertising commonly used by Cadbury Nigeria PLC in attracting customers’ preference to its brands. The adopted methodology was a descriptive design with a simple random sampling technique. A Structured questionnaire was designed in the data collection from the respondents of the study area. The collected data was analysed using simple percentage and frequencies and the results were presented in tables. The Findings of the study indicated that advertising significant influenced consumers’ buying behaviour of beverage drinks and sales performance of Cadbury Nigeria PLC Brands in Osun State. The radio, television, billboards and internet (online) advertisements are the types of advertising media used by Cadbury in attracting customers to its brands. Conclusively, advertisement is a major element in maintaining consumer brand preference. Therefore, companies are encouraged to research continuously into quality improvement with effective advertising media that attracts consumer’s attention and interest to their products. Keywords: Advertisement, Brand preference, Buying behaviour, and Advertising campaign DOI: 10.7176/JMCR/87-01 Publication date: October 31 st 2022

Do business customers perceive what salespeople believe? Perceptions of salesperson adoption of innovations

AbstractA salesperson's commitment and effort toward an innovation can determine whether the customer agrees to buy it, such that customers' perceptions of such commitment and effort are critical. But these perceptions also might differ fundamentally from the salesperson's self‐perceptions of commitment and effort. Therefore, this paper presents a theoretical framework of the relation between salesperson‐perceived and customer‐perceived commitment and effort, as exhibited by the salesperson while selling an innovation, which represents salesperson adoption. In the framework, job satisfaction factors also exert contingent, moderating effects. The authors gather unique, dyadic data from surveys of salespeople and their (potential) business customers during visits to sell a conventional, incremental innovation, complemented by objective purchase data gathered from company records. Three key insights emerge fromt this study. First, salespeople's own perceptions of their commitment and effort have only moderate influences on customers' perceptions of salespeople's commitment and effort. Second, customers seem to recognize salesperson effort more readily than salesperson commitment, although salesperson commitment has a higher sales performance impact than salesperson effort. Thus, sales managers should seek to encourage and support both the commitment of salespeople and also perceptions of that commitment among customers. Third, while a higher organizational support or job autonomy strengthens customers' perceptions of salesperson adoption, a higher pay satisfaction diminishes it. Thus, firms might need to find ways to increase the support for the salespeople and their autonomy and to reduce salespeople's satisfaction with their (direct) payments. In total, these findings suggest significant scientific and managerial implications.

Leadership Moderating the Impact of Personality Traits on Sales Performance

This study aims to detect the impact of three personality traits on agents' sales performance. The moderating role of the unit manager's leadership style is highlighted too. MLQ-5X and Mini-IPIP questionnaires were distributed to 200 insurance sales agents in Lebanon. Using SEM, extraversion is found to be positively and significantly affecting sales performance whereas the neuroticism's impact is found to be negatively significant. Moreover, the transformational and the laissez-faire leadership styles are found to strengthen the positive relationship between extraversion and sales performance. Transactional leadership seemed to boost the negative relationship between neuroticism and sales performance. This study fills a gap in the literature and enriches it, specifically when it comes to the insurance industry in a Lebanese context.

What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople

Although drivers of the performance of key account management programs have been of great interest to research and practice, research on drivers of sales performance at the individual level of key account managers is scarce. Based on survey data and objective performance data of 1205 key account managers and 5818 salespeople, this study identifies drivers of key account manager's sales performance and differences between the drivers of key account manager's and regular salespeople's sales performance. Most importantly, key account manager's project management skills, use of internal experts, creation and communication of customer value, and their need for achievement reflect positive drivers of sales performance whereas key account manager's use of digital tools diminishes their sales performance. Furthermore, the use of internal experts reflects a more important determinant of sales performance for key account managers than for regular salespeople, whereas project management skills are more strongly related to regular salespeople's sales performance than to key account manager's sales performance. This study provides important implications for the recruitment and training of key account managers.

The Effect of Knowledge, Work Experience, and Work Spirit on Performance of Employees PT. Adira Dinamika Multifinance Pasuruan

As the relationship management perspective has been criticized and contradicting for focusing too much on individual entities, two parallel research tracks encourage business practices to view relational exchanges from a systems perspective. These two literary streams exist across the performance domain, sales force customization, sales force management, and sales to domain. The sales process can be seen as an episodic and non-linear exchange involving a large number of stakeholders. Our systematic review of the sales literature reveals a rich science that parallels the above characteristics. At the same time, this research fails to integrate management school perspectives or to identify links that illustrate the foundations of neoliberalism and improved the welfare states. We aim to develop a middle-class theory of the well-being of the sales ecosystem by combining the sales performance and performance of the sales ecosystem that can be targeted to this emerging of increasing the sales insurance product

The effectiveness of improvisational behavior on sales performance during the COVID-19 pandemic: the moderating effect of functional customer orientation

PurposeThis research aims to apply the contingency approach to explore the effectiveness of the improvisational behavior of salespeople on their sales performance by considering the moderating role of functional customer orientation.Design/methodology/approachSurvey data were obtained from a sample of 227 salespeople in Bangkok, Thailand. The data analysis was implemented by partial least squares structural equation modeling.FindingsThe overall results indicate that the association between improvisational behavior and sales performance is significantly contingent on the level of functional customer orientation that salespeople exhibit. For salespeople with high functional customer orientation, improvisational behavior clearly shows a positive association with sales performance. In contrast, for salespeople with low functional customer orientation, improvisational behavior appears to have a negative association with sales performance.Originality/valueThis research broadens the knowledge in the literature by showing that improvisational behavior of salespeople needs to be combined with functional customer orientation to yield a benefit to their sales performance.