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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

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dc.contributor.author Benet-Zepf, Alejandro Teodoro es_ES
dc.contributor.author Marin-Garcia, Juan A. es_ES
dc.contributor.author Küster, Ines es_ES
dc.date.accessioned 2019-05-09T20:28:51Z
dc.date.available 2019-05-09T20:28:51Z
dc.date.issued 2018 es_ES
dc.identifier.issn 1697-9818 es_ES
dc.identifier.uri http://hdl.handle.net/10251/120248
dc.description.abstract [EN] Purpose: To identify all types of sales force control systems in the academic literature, and to cluster the mediators between these controls and the performances, according to the AMO model (abilities, motivations, and opportunities), analysing how each of these three groups of mediators are influenced by control systems, and how they impact on the sales performance, using a systematic literature review. Design/methodology: Scientific papers published during the last 32 years, using as databases: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science, and Google Scholar. Business, Management and Social Sciences were taken as selection fields. False positives identification, exclusions after reading the abstracts, and after reading the whole article, was performed by the authors by consensus. 114 articles of the initial selection of non-repeated references, together with 28 additional citations integrated the final selection. Findings: A new framework based on a grouping of mediators between the control systems and the performances, into abilities, motivations and capabilities is proposed. Practical implications: These findings suggest as a managerial contribution, that coaching and leading - rather than commanding-to be a more appropriate control attitude, especially when the salesperson is younger or unexperienced. Originality/value: As academic result, the review highlights that all three groups from the AMO model evidence positive impacts on sales performance when a behavioral control system (mostly from the capability part) is in use, by enhancing salesperson's skills, motivation, and organizational conditions and support, fostering as a result, a salesperson relational approach and a customer orientation, which generate the best outcomes in the long term. es_ES
dc.language Inglés es_ES
dc.publisher Omnia Publisher SL es_ES
dc.relation.ispartof Intangible Capital es_ES
dc.rights Reconocimiento - No comercial (by-nc) es_ES
dc.subject Sales control systems es_ES
dc.subject Sales management es_ES
dc.subject AMO model es_ES
dc.subject Behavior control es_ES
dc.subject Output control es_ES
dc.subject.classification ORGANIZACION DE EMPRESAS es_ES
dc.title Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review es_ES
dc.type Artículo es_ES
dc.identifier.doi 10.3926/ic.1222 es_ES
dc.rights.accessRights Abierto es_ES
dc.contributor.affiliation Universitat Politècnica de València. Departamento de Organización de Empresas - Departament d'Organització d'Empreses es_ES
dc.description.bibliographicCitation Benet-Zepf, AT.; Marin-Garcia, JA.; Küster, I. (2018). Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review. Intangible Capital. 14(2):387-408. https://doi.org/10.3926/ic.1222 es_ES
dc.description.accrualMethod S es_ES
dc.relation.publisherversion https://doi.org/10.3926/ic.1222 es_ES
dc.description.upvformatpinicio 387 es_ES
dc.description.upvformatpfin 408 es_ES
dc.type.version info:eu-repo/semantics/publishedVersion es_ES
dc.description.volume 14 es_ES
dc.description.issue 2 es_ES
dc.relation.pasarela S\369976 es_ES


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