Organisational and environmental indicators of B2B sales performance

Høgevold, Nils M.; Rodríguez Herrera, Rocío; Svensson, Göran; Roberts Lombard, Mornay

Publication:
Organisational and environmental indicators of B2B sales performance

dc.contributor.author	Høgevold, Nils M.
dc.contributor.author	Rodríguez Herrera, Rocío
dc.contributor.author	Svensson, Göran
dc.contributor.author	Roberts Lombard, Mornay
dc.contributor.department	Comercialización e Investigación de Mercados
dc.date.accessioned	2024-12-04T11:14:20Z
dc.date.available	2024-12-04T11:14:20Z
dc.date.issued	2022-01-17
dc.description	© 2021 Emerald Publishing Limited. This document is the Published version of a Published Work that appeared in final form in Marketing Intelligence & Planning. To access the final edited and published work see https://doi.org/10.1108/MIP-03-2021-0100	es
dc.description.abstract	Purpose The purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011). Design/methodology/approach A research instrument was used to establish whether three categories that were positioned into a framework of six dimensions can be perceived as valid and reliable. These categories related to organization and environmental indicators of sales performance. A wide variety of organization that are representative of different sectors and organizational sizes were included in the study. These industries and sectors are representative of the commercial sector of Norway. Findings A six-dimensional framework of organizational and environmental indicators was tested with success in the study. The different dimensions encompass a focus on the external environment, market orientation (internal environment), teamwork (internal environment), positive behavioral feedback (supervisory leadership), transformational leadership (supervisory leadership) and positive feedback (supervisory leadership). Originality/value A foundation is provided to structure the assessment of sales performance in business-to-business settings through the development of a business-to-business framework of organisational and environmental indicators in sales performance. In addition, a foundation for further studies on sales performance is delivered. Therefore, the study secures a practical orientation to organise and structure the process of business-to-business environmental and organisational planning through verified categories of organisational and environmental indicators, divided into six categories.	es
dc.format	application/pdf	es
dc.format.extent	33	es
dc.identifier.citation	Marketing Intelligence & Planning, 2022, Vol. 40, N. 1, pp. 33-56
dc.identifier.doi	https://doi.org/10.1108/MIP-03-2021-0100
dc.identifier.issn	Print: 0263-4503
dc.identifier.issn	Electronic: 1758-8049
dc.identifier.uri	http://hdl.handle.net/10201/147180
dc.language	eng	es
dc.publisher	Emerald	es
dc.relation	Sin financiación externa a la Universidad	es
dc.relation.publisherversion	https://www.emerald.com/insight/content/doi/10.1108/mip-03-2021-0100/full/html	es
dc.rights.accessRights	info:eu-repo/semantics/restrictedAccess
dc.subject	Sales performance	es
dc.subject	External environment	es
dc.subject	Internal environment	es
dc.subject	Supervisory leadership	es
dc.subject	Business to business	es
dc.subject	Norway	es
dc.title	Organisational and environmental indicators of B2B sales performance	es
dc.type	info:eu-repo/semantics/article	es
dspace.entity.type	Publication	es