The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts

2020 ◽  
Vol 57 (4) ◽  
pp. 695-716
Author(s):  
Sarah Magnotta ◽  
Brian Murtha ◽  
Goutam Challagalla
Keyword(s):  
Sales Manager ◽  
Sales Managers ◽  
Manager Training ◽  
The Impact ◽  
The Relationship ◽  
Multilevel Effects

Manufacturers frequently face the challenge of motivating distributor salespeople to focus efforts on their products rather than competitors’ products. The present research explores two mechanisms that manufacturers use to address this challenge: training and incentives (spiffs). The authors find that the impact of these mechanisms on distributor salespeople’s efforts (toward a manufacturer’s products) largely depends on the extent to which manufacturers also provide training and incentives to distributor sales managers. More specifically, providing greater incentives to distributor sales managers undermines the relationship between their salespeople’s training and effort but enhances the relationship between their salespeople’s incentives and effort. Furthermore, greater sales manager training enhances the impact of salespeople’s incentives on effort; however, greater salesperson training undermines the relationship between salesperson incentives and effort. Thus, this research shows that the combination of mechanisms (training and incentives) and the levels at which manufacturers provide them (distributor salespeople and sales managers) can have different implications for distributor salespeople’s efforts.

Salesperson-Sales Manager Social Interaction And Communication Quality: The Impact On Salesperson Cooperation

2014 ◽  
Vol 30 (2) ◽  
pp. 607
Author(s):  
Stacey Schetzsle ◽  
Duleep Delpechitre
Keyword(s):  
Social Interaction ◽  
Sales Manager ◽  
Social Setting ◽  
Sales Managers ◽  
Communication Quality ◽  
Work Related ◽  
Related Information ◽  
The Impact ◽  
The Relationship ◽  
Willingness To Cooperate

To get the highest level of performance out of salespeople, companies are searching internally to identify factors that lead to salesperson cooperation. Sales managers create a normative culture that engages the salesperson, which is demonstrated through communication and social interaction. A salesperson who feels connected to the organization is more likely to exert additional effort, such as cooperating with the manager to meet sales objections. The purpose of this paper is to investigate the impact of the salespersons social interaction and communication quality with their sales manager on their willingness to cooperate with the manager. The results show that when salespeople interact with their manager in a social setting and discuss non-work related information, salespeople become more willing to cooperate with their manager. Sales managers communication quality was not found to have a significant relationship between the salespersons willingness to cooperate with the sales manager. Instead, we find that sales managers communication quality with the salesperson significantly moderates the relationship between salespersons social interaction with the sales manager and salespersons willingness to cooperate with the sales manager.

A predictive analytics of physicians prescription and pharmacies sales correlation using data mining

2019 ◽  
Vol 13 (3) ◽  
pp. 346-363
Author(s):  
Babak Sohrabi ◽  
Iman Raeesi Vanani ◽  
Nastaran Nikaein ◽  
Saeideh Kakavand
Keyword(s):  
Data Mining ◽  
Decision Making ◽  
Pharmaceutical Industry ◽  
Predictive Analytics ◽  
Customer Relationship ◽  
Sales Managers ◽  
Content Type ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose In the pharmaceutical industry, marketing and sales managers often deal with massive amounts of marketing and sales data. One of their biggest concerns is to recognize the impact of actions taken on sold-out products. Data mining discovers and extracts useful patterns from such large data sets to find hidden and worthy patterns for the decision-making. This paper, too, aims to demonstrate the ability of data-mining process in improving the decision-making quality in the pharmaceutical industry. Design/methodology/approach This research is descriptive in terms of the method applied, as well as the investigation of the existing situation and the use of real data and their description. In fact, the study is quantitative and descriptive, from the point of view of its data type and method. This research is also applicable in terms of purpose. The target population of this research is the data of a pharmaceutical company in Iran. Here, the cross-industry standard process for data mining methodology was used for data mining and data modeling. Findings With the help of different data-mining techniques, the authors could examine the effect of the visit of doctors overlooking the pharmacies and the target was set for medical representatives on the pharmaceutical sales. For that matter, the authors used two types of classification rules: decision tree and neural network. After the modeling of algorithms, it was determined that the two aforementioned rules can perform the classification with high precision. The results of the tree ID3 were analyzed to identify the variables and path of this relationship. Originality/value To the best of the authors’ knowledge, this is one of the first studies to provide the real-world direct empirical evidence of “Analytics of Physicians Prescription and Pharmacies Sales Correlation Using Data Mining.” The results showed that the most influential variables of “the relationship between doctors and their visits to pharmacies,” “the length of customer relationship” and “the relationship between the sale of pharmacies and the target set for medical representatives” were “deviation from the implementation plan.” Therefore, marketing and sales managers must pay special attention to these factors while planning and targeting for representatives. The authors could focus only on a small part of this study.

scholarly journals Adaptive Selling And Sales Performance: An Empirical Examination

2011 ◽  
Vol 16 (1) ◽  
Author(s):  
Charles E. Pettijohn ◽  
Linda S. Pettijohn ◽  
Bruce D. Keillor ◽  
A.. J. Taylor
Keyword(s):  
Personal Selling ◽  
Empirical Support ◽  
Sales Manager ◽  
Sales Managers ◽  
Font Size ◽  
Empirical Examination ◽  
Adaptive Selling ◽  
Study Participants ◽  
The Relationship ◽  
Field Setting

<p class="MsoNormal" style="margin: 0in 0.5in 0pt;"><span style="font-family: &quot;CG Times&quot;,&quot;serif&quot;;"><span style="font-size: x-small;">One of the major advantages of personal selling compared to alternative promotional methods has been described as selling's ability to adjust its messages to meet the buyer's needs.<span style="mso-spacerun: yes;">&nbsp; </span>The belief that the key to effective selling is the salesperson's ability to adapt and adjust is one that has widespread popularity.<span style="mso-spacerun: yes;">&nbsp; </span>However, like many so-called truisms, this belief has had limited empirical support in the selling literature.<span style="mso-spacerun: yes;">&nbsp; </span>The research reported in this article examines the relationship between salesperson productivity and salesperson adaptability in a field setting.<span style="mso-spacerun: yes;">&nbsp; </span>Productivity is measured by examining both salesperson and sales manager reports of a salesperson's performance.<span style="mso-spacerun: yes;">&nbsp; </span>Adaptability is assessed by using Spiro and Weitz' (1990) ADAPTS scale and by using Merrill and Reid's (1981) versatility scale.<span style="mso-spacerun: yes;">&nbsp; </span>Study participants include retail salespeople, their customers, and their sales managers.<span style="mso-spacerun: yes;">&nbsp; </span>The results are consistent with prior research, which indicates that questions regarding the efficacy of adaptive selling continue to exist.</span></span></p>

scholarly journals Sales Manager Influence Of New Product Adoption By Their Salesforce: A Theoretical Perspective

2017 ◽  
Vol 33 (3) ◽  
pp. 539-546
Author(s):  
Gregory McAmis ◽  
Lukas P. Forbes
Keyword(s):  
Social Information Processing ◽  
Theoretical Perspective ◽  
New Product ◽  
Sales Force ◽  
Sales Manager ◽  
Sales Managers ◽  
Product Adoption ◽  
New Product Adoption ◽  
New Product Introductions ◽  
The Impact

New product introductions are an important part of the success of many organizations, and they often hinge on the perceptions of the sales force.   In turn, much of sales person perceptions are derived from managerial guidance and input.  Although the extant literature has investigated some of the antecedents to the adoption of new products by salespeople, very little attention has been paid to the impact of the sales manager over this process.  Using elements of social information processing, this paper explores how sales managers can exert influence over new product adoption by their salespeople. 

Accent Policy and Accent Modification Enterprises as Potential Indicators of Intercultural Power Relations: A Call for an Updated Research Agenda

2013 ◽  
Vol 3 (1) ◽  
pp. 22-33 ◽  
Author(s):  
Brynne D. Ovalle ◽  
Rahul Chakraborty
Keyword(s):  
International Relations ◽  
Identity Construction ◽  
Social Theory ◽  
Power Relations ◽  
Linguistic Diversity ◽  
Cultural Organization ◽  
Using Data ◽  
The Individual ◽  
The Impact ◽  
The Relationship

This article has two purposes: (a) to examine the relationship between intercultural power relations and the widespread practice of accent discrimination and (b) to underscore the ramifications of accent discrimination both for the individual and for global society as a whole. First, authors review social theory regarding language and group identity construction, and then go on to integrate more current studies linking accent bias to sociocultural variables. Authors discuss three examples of intercultural accent discrimination in order to illustrate how this link manifests itself in the broader context of international relations (i.e., how accent discrimination is generated in situations of unequal power) and, using a review of current research, assess the consequences of accent discrimination for the individual. Finally, the article highlights the impact that linguistic discrimination is having on linguistic diversity globally, partially using data from the United Nations Educational, Scientific and Cultural Organization (UNESCO) and partially by offering a potential context for interpreting the emergence of practices that seek to reduce or modify speaker accents.

Business: Making Cents of Coding Systems: Billing for Professional Services

2010 ◽  
Vol 20 (1) ◽  
pp. 3-8
Author(s):  
Dee Adams Nikjeh
Keyword(s):  
Professional Services ◽  
Speech Language Pathology ◽  
Coding Systems ◽  
Language Pathology ◽  
Program Funding ◽  
Fee Schedule ◽  
Procedure Codes ◽  
Relationship Of ◽  
The Impact ◽  
The Relationship

Abstract Administrators and supervisors face daily challenges over issues such as program funding, service fees, correct coding procedures, and the ever-changing healthcare regulations. Receiving equitable reimbursement for speech-language pathology and audiology services necessitates an understanding of federal coding and reimbursement systems. This tutorial provides information pertaining to two major healthcare coding systems and explains the relationship of these systems to clinical documentation, the Medicare Physician Fee Schedule and equitable reimbursement. An explanation of coding edits and coding modifiers is provided for use in those occasional atypical situations when the standard use of procedural coding may not be appropriate. Also included in this tutorial is a brief discussion of the impact that the Medicare Improvements for Patients and Providers Act of 2008 (HR 6331 Medicare Improvements for Patients and Providers Act [MIPPA], 2008) has had on the valuation of speech-language pathology procedure codes.

The Need to Belong and the Relationship Between Loneliness and Health

2014 ◽  
Vol 22 (4) ◽  
pp. 194-201 ◽  
Author(s):  
Freda-Marie Hartung ◽  
Britta Renner
Keyword(s):  
Individual Differences ◽  
Social Isolation ◽  
Social Situation ◽  
First Year ◽  
Health State ◽  
Need To Belong ◽  
First Year University ◽  
Perceived Social Isolation ◽  
The Impact ◽  
The Relationship

Humans are social animals; consequently, a lack of social ties affects individuals’ health negatively. However, the desire to belong differs between individuals, raising the question of whether individual differences in the need to belong moderate the impact of perceived social isolation on health. In the present study, 77 first-year university students rated their loneliness and health every 6 weeks for 18 weeks. Individual differences in the need to belong were found to moderate the relationship between loneliness and current health state. Specifically, lonely students with a high need to belong reported more days of illness than those with a low need to belong. In contrast, the strength of the need to belong had no effect on students who did not feel lonely. Thus, people who have a strong need to belong appear to suffer from loneliness and become ill more often, whereas people with a weak need to belong appear to stand loneliness better and are comparatively healthy. The study implies that social isolation does not impact all individuals identically; instead, the fit between the social situation and an individual’s need appears to be crucial for an individual’s functioning.

Investigating the Relationship Between Self-Esteem and Stigma Among Young Adults With History of Suicide Attempts

Crisis ◽  
2016 ◽  
Vol 37 (4) ◽  
pp. 265-270 ◽  
Author(s):  
Meshan Lehmann ◽  
Matthew R. Hilimire ◽  
Lawrence H. Yang ◽  
Bruce G. Link ◽  
Jordan E. DeVylder
Keyword(s):  
Young Adults ◽  
Suicide Attempts ◽  
Self Esteem ◽  
High Risk Population ◽  
High Functioning ◽  
People With Mental Illness ◽  
History Of ◽  
The Individual ◽  
The Impact ◽  
The Relationship

Abstract. Background: Self-esteem is a major contributor to risk for repeated suicide attempts. Prior research has shown that awareness of stigma is associated with reduced self-esteem among people with mental illness. No prior studies have examined the association between self-esteem and stereotype awareness among individuals with past suicide attempts. Aims: To understand the relationship between stereotype awareness and self-esteem among young adults who have and have not attempted suicide. Method: Computerized surveys were administered to college students (N = 637). Linear regression analyses were used to test associations between self-esteem and stereotype awareness, attempt history, and their interaction. Results: There was a significant stereotype awareness by attempt interaction (β = –.74, p = .006) in the regression analysis. The interaction was explained by a stronger negative association between stereotype awareness and self-esteem among individuals with past suicide attempts (β = –.50, p = .013) compared with those without attempts (β = –.09, p = .037). Conclusion: Stigma is associated with lower self-esteem within this high-functioning sample of young adults with histories of suicide attempts. Alleviating the impact of stigma at the individual (clinical) or community (public health) levels may improve self-esteem among this high-risk population, which could potentially influence subsequent suicide risk.

Assessing the Impact of Suicide Exclusion Periods on Life Insurance

Crisis ◽  
2010 ◽  
Vol 31 (4) ◽  
pp. 217-223 ◽  
Author(s):  
Paul Yip ◽  
David Pitt ◽  
Yan Wang ◽  
Xueyuan Wu ◽  
Ray Watson ◽  
...  
Keyword(s):  
Life Insurance ◽  
Accidental Death ◽  
Insurance Policy ◽  
Death Rates ◽  
Insurance Policies ◽  
Suicidal Death ◽  
Insured Individual ◽  
The Impact ◽  
Insurance Data ◽  
The Relationship

Background: We study the impact of suicide-exclusion periods, common in life insurance policies in Australia, on suicide and accidental death rates for life-insured individuals. If a life-insured individual dies by suicide during the period of suicide exclusion, commonly 13 months, the sum insured is not paid. Aims: We examine whether a suicide-exclusion period affects the timing of suicides. We also analyze whether accidental deaths are more prevalent during the suicide-exclusion period as life-insured individuals disguise their death by suicide. We assess the relationship between the insured sum and suicidal death rates. Methods: Crude and age-standardized rates of suicide, accidental death, and overall death, split by duration since the insured first bought their insurance policy, were computed. Results: There were significantly fewer suicides and no significant spike in the number of accidental deaths in the exclusion period for Australian life insurance data. More suicides, however, were detected for the first 2 years after the exclusion period. Higher insured sums are associated with higher rates of suicide. Conclusions: Adverse selection in Australian life insurance is exacerbated by including a suicide-exclusion period. Extension of the suicide-exclusion period to 3 years may prevent some “insurance-induced” suicides – a rationale for this conclusion is given.

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