jbr_december2018_micevski_dewsnap_cadogan_etal.pdf (336.07 kB)
Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors
journal contribution
posted on 2019-09-27, 13:10 authored by Milena Micevski, Belinda DewsnapBelinda Dewsnap, John Cadogan, Selma Kadic-Maglajlic, Nathaniel BosoBuilding 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 ResearchVolume
104Issue
November 2019Pages
552 - 562Citation
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
© ElsevierVersion
- 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
2018-12-06Publication date
2019-02-10ISSN
0148-2963Publisher version
Language
- en