The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

ÇINAR ALTINTAŞ F., Kurtulmusoglu F. B., ALTINTAŞ M. H., Kaufmann H., ALKIBAY S.

EUROMED JOURNAL OF BUSINESS, vol.12, no.2, pp.221-240, 2017 (ESCI) identifier identifier

  • Publication Type: Article / Article
  • Volume: 12 Issue: 2
  • Publication Date: 2017
  • Doi Number: 10.1108/emjb-12-2016-0037
  • Journal Name: EUROMED JOURNAL OF BUSINESS
  • Journal Indexes: Emerging Sources Citation Index (ESCI), Scopus
  • Page Numbers: pp.221-240
  • Keywords: Commitment, Control, Adaptive selling, Sale performance, CUSTOMER ORIENTATION, SALESPERSON PERFORMANCE, ORGANIZATIONAL COMMITMENT, JOB-SATISFACTION, CONTROL-SYSTEMS, MODERATING ROLE, MARKETING CONTROL, BEHAVIOR, IMPACT, SALESPEOPLE
  • Bursa Uludag University Affiliated: Yes

Abstract

Purpose - The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.