Sales Performance Research Articles

ANALISIS KELAYAKAN USAHA TAMARILLO YOGURT DI INSTITUT BIO SCIENTIA INTERNATIONAL INDONESIA

Tamarillo Yogurt is a healthy drink developed by a group of students at the Institut Bio Scientia Internasional Indonesia. After several months of sales trial, the product has received a very good response from customers as well as good sales performance. Based on this, the founder aims to continue expanding their business even though the feasibility of the business is unknown yet. This research aims to analyze the business feasibility of Tamarillo Yogurt product. There will be two aspects of analysis, first is non-financial aspects such as market and marketing, management and organizational, technical, legal, socio-economic and environmental. The second is financial aspects that will use criteria such as NPV, IRR, Benefit/Cost Ratio and Payback Periods. In addition, the research will analyze whether the business is affected by the changes in cost and benefit of producing the products. The data used in the research will be based on primary data and secondary data. Based on financial and non-financial aspects, the result of the study shows that the business is feasible and profitable.

Locate the warehouse: super distribution services

Learning outcomes The learning outcomes are as follows: to understand the strategic importance of location selection within the organization and how it influences other’s performance; to understand the impact of supply chain drivers on sales performance and to understand the role of other stakeholders in location selection strategy; to analyze the constraints in decision-making for selection of warehouse location and its remedies; to analyze the alternative options for warehouse in the light of top level management’s instruction or organizational strategies; to select the best possible alternate for long-term sustainability of warehouse location. Case overview/synopsis Ishaq Bashir, who has recently joined Super Distribution Services as Facility Manager, is indecisive in selecting a rental location for its offices and warehouse, either SDS had to move back to the old location or continue with existing warehouse facility. This existing location was selected by Ex Facility Manager around six months ago because SDS had to vacate their old location due to graving concern the owner of the premises. SDS had to search for a new facility and vacate the older premises within three months’ time as per “evacuation notice” received from the owner, and finally, the company shifted to the new location by 28 February 2017. After six months in September 2017, sales team realized a serious dip in sales by 1 per cent, and they claimed that this had happened due to wrong selection of the location of the warehouse which was far from the city. Now Bashir had to decide either to continue with the existing facility or move to the previous one or search for any third feasible location. Complexity academic level BBA and MBA. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code CSS 9: Operations and Logistics.

Promotions and the Peter Principle*

AbstractThe best worker is not always the best candidate for manager. In these cases, do firms promote the best potential manager or the best worker in their current job? Using microdata on the performance of sales workers at 131 firms, we find evidence consistent with the Peter Principle, which proposes that firms prioritize current job performance in promotion decisions at the expense of other observable characteristics that better predict managerial performance. We estimate that the costs of promoting workers with lower managerial potential are high, suggesting either that firms are making inefficient promotion decisions or that the benefits of promotion-based incentives are great enough to justify the costs of managerial mismatch. We find that firms manage the costs of the Peter Principle by placing less weight on sales performance in promotion decisions when managerial roles entail greater responsibility and when frontline workers are incentivized by strong pay for performance.

How do the combinations of sales control systems influence sales performance? The mediating roles of distinct customer-oriented behaviors

By distinguishing customer-oriented behaviors into functional and relational ones, this study reveals how different combinations of sales control systems (namely activity control, outcome control, and capability control) affect a salesperson's distinct customer-oriented behaviors, which subsequently influence sales performance. By collecting data from business-to-business salespeople and their managers and using hierarchical linear modeling, we find that the outcome-capability control combination increases functional and relational customer-oriented behaviors. The outcome-activity control combination decreases functional customer-oriented behaviors. The activity-capability control combination increases functional customer-oriented behaviors but reduces relational customer-oriented behaviors. In addition, we find that both customer-oriented behaviors not only boost sales performance individually, but also complement each other to positively affect sales performance. These findings provide important theoretical and practical implications by demonstrating that combinations of control systems have a significant impact on a salesperson's functional and relational customer-oriented behaviors.

Internal service quality affects salespersons' performance and turnover intention: Mediating role of job involvement

We investigated the relationship between salespersons' internal service quality and turnover intention through the mediators of their job involvement and sales performance. To that end, we distributed surveys to salespersons in Korea and used structural equation modeling to examine the hypotheses. The results of this study were as follows: First, internal service quality had a significant and direct impact on salespersons' job involvement and sales performance, and also their turnover intention. Second, job involvement mediated the relationship between internal service quality and turnover intention. Third, internal service quality had a significant indirect effect on sales performance through the mediator of job involvement. Fourth, in a 2-stage mediation model internal service quality had a significant indirect relationship with turnover intention through the mediators of job involvement and then sales performance. Theoretical and practical implications are discussed for marketing management research.

Pengaruh Motivasi Kerja, Kompetensi Dan Kompensasi Terhadap Kinerja Karyawan Marketing Sales Pt Xyz

This research aims to find out the influence of work motivation, competency and compensation the performance of sales & marketing employees in PT. XYZ. Besides, it also has aim to analyze the influence of one variable to another variables. The data are collected through observation directly and also the distribution of questionnaires to the employees with the total 136 respondents. The analysis methods used in this research are descriptive and multiple linear regression. After the data analysis is done, it is found that all variables of work motivation, competency, and compensation have significant effect to the performance of sales & marketing employees in PT. XYZ with the ability to explain only 45%.

Analisis Strategi Bisnis Pada Perusahaan Inspeksi Dalam Industri Jasa Inspeksi Teknis Di Indonesia

The objectives of the study are: (a) to identify internal and external factors affecting Inspection Company in the technical inspection services industry; (b) to find the suitable and effective business strategy for Inspection Company in order to increasing sales performance in the strong competition environment. Data collection techniques required in this study is using primary data (information and data) (case studies and literature). The first step to be done in this research is the input stage, followed by the Matching Stage, and the last stage is the decision analysis. The Result of the research are: (a) recommended strategy for Inspection Company is product development; (b) the second recommendation of the business strategy is horizontal integration.

PENINGKATAN KINERJA PENJUALAN UKM BERBASIS INTELLECTUAL CAPITAL DAN INOVASI PRODUK (Studi Pada UKM Di Kota Tangerang, Provinsi Banten)

The aims of this study are analyzing the influence of intellectual capital againts sales performace, intellectual capital againts product innovation, product Innovation againts sales performance, intellectual capital againts sales performance through product innovation as the intervening variables on SMES. The reseach type is a causal research to obtain evidences of causal relationships with a sample of 98 respondents as business owners SMES. The sampling technique used purposive sampling with questionnaires as the instrument to collect data whose result processed using method Scala Likert Summated Rating (LSR) with score 1 – 5. This research used technique of path analysis using Smart PLS. The results of this hypothesis indicated that intellectual capital has a positive and significant influence on sales performance (CR 3,558>1,96), intellectual capital has a positive and significant againts produk innovation (CR 18,450>1,96), product innovation has a positive and significant againts sales performance (CR 6,472>1,96)) and intellectual capital throuh product innovation as variable intervening againts sales performance, obtained the result of CR 31,203 (>1,96). The contribution of intellectual through product innovation againt sales performace by 85,9%. The contribution of intellectual againt product innovation by 57,9%.Keyword : Sales Performance, Product Innovation, Intellectual Capital

Seller reputation impact on sales performance in public e-marketplace Bukalapak

Seller reputation system (SRS) is an online facility in the public e-marketplace to assess how trustworthy a seller is. SRS becomes important for customers to increase transactional confidence and help customers avoiding untrustworthy sellers. Previous research indicates that different countries with different cultures will lead to different results on how seller reputation influence sales performance. This study aims to investigate the impact of seller reputation on the number of sales in the context of the Indonesian market. This research uses Bukalapak as the case study, which the majority of its customers are Indonesian. Further, this study employ multiple regression analysis on smartphone sales data. The result shows that in Indonesian online market context, the number of seller’s followers does not affect sales number. Furthermore, price and seller positive reviews have a significant impact on sales performance. This study provides insight for sellers in the Indonesian marketplace on how to improve sales performance based on seller reputation.

How Product Novelty Shapes Sales Performance of New Ventures with Deviant Business Models

We examine how new ventures can use market signals to improve sales performance for deviant business models in online markets. Building on literature on market signals, categorical identity and use...

The assessment of the financial performance based upon ratios. A comparative analysis

This study presents a comparative analysis model of the financial performance for two large companies operating in the field of production and trading of car parts. The model has as a starting point the assessment of the dynamics of liquidity, sales and profitability ratios (for a period of ten years). Based upon the preliminary results, the compound annual growth ratios were calculated and the trends (for the following seven years) were determined. All of these have made it possible to identify the performance profiles for the two companies. The study reveals that the financial performance was made more vulnerable by the insufficient cash availability (the cash reserves are not adequate for the current debt, assets and sales volume) and by the low levels of the recorded profit ratios (measured by the net profit margin, ROE and the return on shares). Although the cash and profit analysis reveals a cascade increase, the sales performance and return on equity ratios remain burdened by too high operating costs. To improve liquidity and profitability have been identified measures to meet the objective of ensuring the business sustainability.

Who Self-Enhances on Applications the Most? Demographics, Self-Enhancement, and Sales Performance

Who Self-Enhances on Applications the Most? Demographics, Self-Enhancement, and Sales Performance

The Mediating Influence of Bixa Ollerana Value Chain Government Policy on the Relationship between Product Strategy and sales performance

The main aim of this study was to assess the Mediating Influence of Bixa Ollerana Value Chain Government Policy on the Relationship between Product Strategy and sales performance. The study is based on the following theories; Resource-Based Theory, Competency Theory, and Distribution Channel Theory. The study adopted descriptive and exploratory research design mixed method approaches . The target population of the study was 2,419 Bixa farmers registered by the Ministry of Agriculture in Kwale County. A sample size of 106 farmers was drawn using simple random sampling technique. The study used structured questionnaire to collect the required data from the respondents. The study used descriptive statistics such as means, standard deviation and percentages and inferential statistics using Regression Analysis. The study established that product strategy influenced the sales performance of small scale Bixa Ollerana farmers in Kwale County, Kenya. The interaction of the moderating effect of Government policy on Bixa Ollerana value chain did not change the relationship between product strategy and sales performance of small scale Bixa Ollerana farmers. The findings from the study will be of importance to practice, marketing scholarship and Ministries of Industry, Trade and Cooperatives and Agriculture on Policy formulation for local and international marketing of Bixa Ollerana products. The study recommends that the Government of Kenya puts in place a policy framework now that Bixa Ollerana is a scheduled crop, to regulate and promote its production, processing and marketing. Small scale Bixa Ollerana farmers and marketers have knowledge from this study which is useful for the design and implementation of effective marketing strategies to increase sales performance .

When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information

At many firms, incentivized salespeople with private information about customers are responsible for customer relationship management. Although incentives motivate sales performance, private information can induce moral hazard by salespeople to gain compensation at the expense of the firm. The authors investigate the sales performance–moral hazard trade-off in response to multidimensional performance (acquisition and maintenance) incentives in the presence of private information. Using unique panel data on customer loan acquisition and repayments linked to salespeople from a microfinance bank, the authors detect evidence of salesperson private information. Acquisition incentives induce salesperson moral hazard, leading to adverse customer selection, but maintenance incentives moderate it as salespeople recognize the negative effects of acquiring low-quality customers on future payoffs. Critically, without the moderating effect of maintenance incentives, the adverse selection effect of acquisition incentives overwhelms the sales-enhancing effects, clarifying the importance of multidimensional incentives for customer relationship management. Reducing private information (through job transfers) hurts customer maintenance but has greater impact on productivity by moderating adverse selection at acquisition. This article also contributes to the recent literature on detecting and disentangling customer adverse selection and customer moral hazard (defaults) with a new identification strategy that exploits the time-varying effects of salesperson incentives.

Effect of Customer Loyalty Programs on Performance of Nakumatt Supermarket in Western Region in Kenya

Kenya's worth of retail industry has reached 1.8 trillion with increase in 13% of consumer spending in the industry. However, in spite of being Kenya's biggest retail chain, Nakumatt supermarket is currently facing a rise in the debt level from 4.7 billion in 2012 to 18 billion at the start of 2017. Financial problems have manifestations in the dwindling customer base. Yet customer related problems can be cured by good relationship marketing practices such as adoption of customer loyalty programs which can increase customer traffic and enhance revenue and customer retention. Even though past empirical studies have linked loyalty programs and organization performance, none has focused on the collective effects of three dimensions of loyalty programs namely: point system, upfront fees for VIPs and non-monetary program, on organizational performance. The purpose of this study is to examine the effect of customer loyalty program on organizational performance. The study population constitute 83 management staffs and include branch managers, assistant managers and supervisors of the five Nakumatt branches in Western region. A total sample of 73 respondents was selected using saturated sampling techniques while the remaining 10 respondents shall be used for pilot study. The findings revealed that customer loyalty programme explained 48.9% (R2 =0.489) variation in organizational performance. The study concludes that point system and non-monetary programme are both critical antecedents of performance in Nakumatt Supermarket in Western Kenya. Therefore, it recommends that the two dimensions should be enhanced to significantly increase the level of supermarket's sales performance. The study may be useful for the retail industry as it aid in re-design of customer loyalty arrangements in order to get more revenue and enhance profitability.

A New Fuzzy Based Marketing Performance Measurement Model with a Real Case Study

The level of efficiency for business and process control is based on performance measurements. Performance measurement is a mixed system that contains many different criteria such as customer behaviour, sales, employees and product range. Businesses need to measure sales performance to maintain sustainable competition lines and improve their strategies. In this paper, a performance measurement in the clothing industry has been carried out and a pioneering company data has been utilized as the application area. In the paper, Interval Valued Pythagorean Fuzzy Analytical Hierarchy Process (IV-PFAHP) method and Interval Valued Pythagorean Fuzzy TOPSIS (IV-PFTOPSIS) method have been suggested to deal with marketing performance assessment process with a real case study. The paper focuses on IV-PFAHP and IV-PFTOPSIS methods to handle uncertainty in the marketing performance assessment process for clothing industry. The results revealed that the proposed approach produces reliable outcomes representing the vagueness of the decision-making process.

Effects of Advertising Campaign on the Salesperson’s Performance: Should a Multilevel Marketing Firm Advertise Its Brand to Customers?

Purpose - The purpose of this study is to explore how advertising for multilevel marketing brands affect the salesperson's activity including customer-salesperson interactivity, work attitude, and perceived and actual performance after the campaign. Research Design, data, and methodology - This study collects experimental data, survey data, and actual sales data and applies statistical analyses such as factor analysis, t-tests, and a structural equation model. Results - The results show that advertising campaign can enhance a salesperson's selling activities and provide wide managerial implications to a multilevel marketing firm by filling the gaps for the field of advertising research. Conclusions - Managerial implications include: i) multilevel marketing firms should consider advertising campaigns as a means of changing customer responses because advertising plays a significant role in increasing familiarity with, and knowledge of, attitudes toward the brand, which also helps salespeople interact with customers; ii) multilevel marketing firms should consider brand advertising as a means to support the sales activities of salespeople including sales effectiveness, work attitudes, and perceived performance, and iii) multilevel marketing firms should consider brand advertising as a means to enhance a salesperson's pride and motivation for selling their brand, which will lead to improved sales performances.

Mobile targeting in industrial marketing: Connecting with the right businesses

Although the existing literature has acknowledged the importance of mobile marketing, few scholars have examined the efficacy of mobile targeting. This paper contributes to the burgeoning literature on mobile targeting by investigating the effects of customer mobile habits and social capital on firm sales. Leveraging unique customer mobile browsing data from a major telecom service provider in China, we use a Bayesian SEM (structural equation modeling) approach to show that customer mobile habits and social capital exert significant influences on customers' purchase intentions. Specifically, customers who engage in more hedonic mobile behaviors, such as social networking, video browsing, and gaming are associated with a higher probability of purchasing, controlling for the usage of communications apps including messaging and emailing apps, and the usage of functional apps, such as maps, living services, and app market apps. Additionally, our research results reveal a significant positive effect of social capital on firms' sales performance. These findings offer important insights that are often missing from organizational targeting campaign designs in terms of targeting both the right customers and the right business alliance partners and enable a better understanding of managerial and decision-making implications in the context of the B2B market in general.

Dimensions of effective sales coaching: scale development and validation

Coaching is the most common intervention tool used by sales managers to develop their salespeople, and the ability to effectively coach others is often what makes a sales manager successful. While sales organizations recognize the importance and positive impact of sales coaching, the unfortunate reality is that most sales managers still lack the proper training to coach salespeople effectively. One reason for this is due to the lack of clarity on the sales coaching skills and abilities that drive and improve the sales coaching process. A first step in resolving this problem is to provide practitioners and researchers with a psychometrically-sound measure of effective sales coaching. Without an adequate sales coaching scale, prior sales-related coaching research has relied heavily on managerial coaching scales. Unfortunately, due to potential reliability and validity issues with the managerial coaching scales, the use of those managerial coaching scales may not be appropriate within a sales context. As a result, this study advances a three-factor, 14-item effective sales coaching (ESC) scale that is validated among a sample of B2B salespeople. The ESC scale contains three dimensions–adaptability, involvement, and rapport—that are shown to directly and indirectly influence sales performance. We also demonstrate the ESC scale’s ability to explain more variance in sales performance than the most commonly used behavior-based managerial coaching scale.

How intrafirm intermediary salespeople connect sales to marketing and product development

This research reveals the ways that salespeople manage intrafirm relationships by acting as intermediaries, connecting intrafirm members that would otherwise be unconnected. Using a two-study, multimethod design, the authors establish that (1) salespeople act as representative intermediaries positioned between peers in sales and those in marketing and product development; (2) the effects of representative positions with marketing and product development on performance are non-linear; and (3) selling-related knowledge moderates representative effects on performance. Representative salespeople act as the exclusive connection between a peer salesperson and a non-sales contact (marketing or product development), controlling non-redundant knowledge to gain influence over their peers. This research contributes to marketing by identifying non-linear effects for how salespeople mediate relationships between their peers and others in key intrafirm functions, and showing that salespeople with high selling-related knowledge realize enhanced effects of the representative position on sales performance.