Strategy Type and Performance : The Influence of Sales Force Management  

Oleh:

Slater, Stanley F. ; Olson, Eric M.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Strategic Management Journal vol. 21 no. 8 (2000), page 813-830.
Topik: Force Management; strategy; implementation; strategy types; marketing strategy; sales force management

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: SS30.6 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

The basic premise of the strategy implementation literature is that different business strategies require different configurations of organizational practices to achieve optimal performance. Sales force management is a key functional activity and should contribute to the successful implementation of business strategy. In this study, we examine the relationship between multiple sales force management practices and performance within each of miles and snow's (1978) strategy types. The explanatory power of the eight models tested is quite high (incremental adjusted R(2) >= 0,25 for six of the eight models. Thus, we find substantial support for the general proposition that the different strategy types require individualized profiles of sales force management practices for optimal effectiveness and that sales force management is important to the successful implementation of business strategy.

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