IDEAS home Printed from https://ideas.repec.org/a/vrs/manmar/v13y2018i2p966-984n8.html
   My bibliography  Save this article

Salespeople’s innovativeness: a driver of sales performance

Author

Listed:
  • Ferdinand Augusty Tae

    (Faculty of Economics and BusinessDiponegoro University, Semarang, Indonesia)

  • Wahyuningsih Wahyuningsih

    (Faculty of Economics and BusinessTadulako University, Palu, Indonesia)

Abstract

The purpose of this study is to develop a conceptual model for explaining the process of how salespeople’s innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.

Suggested Citation

  • Ferdinand Augusty Tae & Wahyuningsih Wahyuningsih, 2018. "Salespeople’s innovativeness: a driver of sales performance," Management & Marketing, Sciendo, vol. 13(2), pages 966-984, June.
    • Handle: RePEc:vrs:manmar:v:13:y:2018:i:2:p:966-984:n:8
    DOI: 10.2478/mmcks-2018-0016
    as

    Download full text from publisher

    File URL: https://doi.org/10.2478/mmcks-2018-0016
    Download Restriction: no
    File URL: https://libkey.io/10.2478/mmcks-2018-0016?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Tsai, Ming-Tien & Li, Yong-Hui, 2007. "Knowledge creation process in new venture strategy and performance," Journal of Business Research, Elsevier, vol. 60(4), pages 371-381, April.
    2. Ruiz, David Martín & Gremler, Dwayne D. & Washburn, Judith H. & Carrión, Gabriel Cepeda, 2008. "Service value revisited: Specifying a higher-order, formative measure," Journal of Business Research, Elsevier, vol. 61(12), pages 1278-1291, December.
    3. Daniela IONIŢĂ, 2012. "Entrepreneurial marketing: a new approach for challenging times," Management & Marketing, Economic Publishing House, vol. 7(1), Spring.
    4. Smith, Delmonize A. & Lohrke, Franz T., 2008. "Entrepreneurial network development: Trusting in the process," Journal of Business Research, Elsevier, vol. 61(4), pages 315-322, April.
    5. Nick Bontis & Mary M. Crossan & John Hulland, 2002. "Managing An Organizational Learning System By Aligning Stocks and Flows," Journal of Management Studies, Wiley Blackwell, vol. 39(4), pages 437-469, June.
    6. Hu, Baoliang, 2014. "Linking business models with technological innovation performance through organizational learning," European Management Journal, Elsevier, vol. 32(4), pages 587-595.
    7. Sheng, Margaret L. & Chien, Iting, 2016. "Rethinking organizational learning orientation on radical and incremental innovation in high-tech firms," Journal of Business Research, Elsevier, vol. 69(6), pages 2302-2308.
    8. Jiménez-Jiménez, Daniel & Sanz-Valle, Raquel, 2011. "Innovation, organizational learning, and performance," Journal of Business Research, Elsevier, vol. 64(4), pages 408-417, April.
    9. N. Paparoidamis, 2005. "Learning orientation and leadership quality," Post-Print hal-00255814, HAL.
    10. Kim, Mijeong & Kim, Sookhyun & Lee, Yuri, 2010. "The effect of distribution channel diversification of foreign luxury fashion brands on consumers’ brand value and loyalty in the Korean market," Journal of Retailing and Consumer Services, Elsevier, vol. 17(4), pages 286-293.
    11. García-Morales, Víctor Jesús & Jiménez-Barrionuevo, María Magdalena & Gutiérrez-Gutiérrez, Leopoldo, 2012. "Transformational leadership influence on organizational performance through organizational learning and innovation," Journal of Business Research, Elsevier, vol. 65(7), pages 1040-1050.
    12. Marianna Sigala & Kalotina Chalkiti, 2007. "Improving performance through tacit knowledge externalisation and utilisation," International Journal of Productivity and Performance Management, Emerald Group Publishing Limited, vol. 56(5/6), pages 456-483, June.
    13. Spillecke, Susanne B. & Brettel, Malte, 2013. "The impact of sales management controls on the entrepreneurial orientation of the sales department," European Management Journal, Elsevier, vol. 31(4), pages 410-422.
    14. Arnett, Dennis B. & Wittmann, C. Michael, 2014. "Improving marketing success: The role of tacit knowledge exchange between sales and marketing," Journal of Business Research, Elsevier, vol. 67(3), pages 324-331.
    15. Yu, Yan & Dong, Xiao-Ying & Shen, Kathy Ning & Khalifa, Mohamed & Hao, Jin-Xing, 2013. "Strategies, technologies, and organizational learning for developing organizational innovativeness in emerging economies," Journal of Business Research, Elsevier, vol. 66(12), pages 2507-2514.
    16. Fu, Xiaowen & Dresner, Martin & Oum, Tae H., 2011. "Effects of transport service differentiation in the US domestic airline market," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 47(3), pages 297-305, May.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Edwards, John & Miles, Morgan P. & D'Alessandro, Steven & Frost, Mark, 2022. "Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions," Journal of Business Research, Elsevier, vol. 142(C), pages 585-593.
    2. Irina Iulia SALANȚĂ & Ioana Natalia BELEIU & Alin MIHĂILĂ & Emil Lucian CRIȘAN, 2018. "Technology Transfer Related Concepts," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 19(4), pages 422-435, October.
    3. Edwards, John & Miles, Morgan P. & D'Alessandro, Steven & Frost, Mark, 2023. "Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions: Improving B2B sales performance," Journal of Business Research, Elsevier, vol. 157(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Algarni, Mohammad A. & Ali, Murad & Leal-Rodríguez, Antonio L. & Albort-Morant, Gema, 2023. "The differential effects of potential and realized absorptive capacity on imitation and innovation strategies, and its impact on sustained competitive advantage," Journal of Business Research, Elsevier, vol. 158(C).
    2. Agnihotri, Arpita & Bhattacharya, Saurabh & Jafari-Sadeghi, Vahid, 2023. "Combatting global disruption through tertius iungens orientation of CEOs: A moderated-mediated mechanism," Journal of International Management, Elsevier, vol. 29(5).
    3. Eli Ayawo Atatsi & Petru L. Curșeu & Jol Stoffers & Ad Kil, 2022. "Learn in Order to Innovate: An Exploration of Individual and Team Learning as Antecedents of Innovative Work Behaviours in Ghanaian Technical Universities," Sustainability, MDPI, vol. 14(7), pages 1-13, March.
    4. Luis Enrique Valdez-Juárez & Dolores Gallardo-Vázquez & Elva Alicia Ramos-Escobar, 2019. "Organizational Learning and Corporate Social Responsibility Drivers of Performance in SMEs in Northwestern Mexico," Sustainability, MDPI, vol. 11(20), pages 1-23, October.
    5. Palacios-Marqués, Daniel & Gallego-Nicholls, José Fernando & Guijarro-García, María, 2021. "A recipe for success: Crowdsourcing, online social networks, and their impact on organizational performance," Technological Forecasting and Social Change, Elsevier, vol. 165(C).
    6. Vincent K. Chong & Lokman Mia & John Sands & Zhichao Alex Wang, 2023. "The effect of nonfinancial performance measures, absorptive capacity, and organizational learning on innovation performance," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 34(2), pages 201-233, June.
    7. Santos, David Ferreira Lopes & Basso, Leonardo Fernando Cruz & Kimura, Herbert, 2018. "The trajectory of the ability to innovate and the financial performance of the Brazilian industry," Technological Forecasting and Social Change, Elsevier, vol. 127(C), pages 258-270.
    8. Ibrahim Yazici & Omer Faruk Beyca & Omer Faruk Gurcan & Halil Zaim & Dursun Delen & Selim Zaim, 2022. "A comparative analysis of machine learning techniques and fuzzy analytic hierarchy process to determine the tacit knowledge criteria," Annals of Operations Research, Springer, vol. 308(1), pages 753-776, January.
    9. Gomes, Giancarlo & Seman, Laio Oriel & De Montreuil Carmona, Linda Jessica, 2022. "Industry does matter: Analysing innovation, firm performance and organisational learning heterogeneities on Brazilian manufacturing sectors," Structural Change and Economic Dynamics, Elsevier, vol. 63(C), pages 544-555.
    10. Fraj, Elena & Matute, Jorge & Melero, Iguácel, 2015. "Environmental strategies and organizational competitiveness in the hotel industry: The role of learning and innovation as determinants of environmental success," Tourism Management, Elsevier, vol. 46(C), pages 30-42.
    11. Yacine Hannachi, 2015. "Employee-Learning Orientation and Innovation Performance: Assessing the Mediating Role of Organizational Learning and the Moderating Role of Transformational Leadership," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 5(10), pages 688-699.
    12. Dhir, Sanjay & Ongsakul, Viput & Ahmed, Zafar U. & Rajan, Rishabh, 2020. "Integration of knowledge and enhancing competitiveness: A case of acquisition of Zain by Bharti Airtel," Journal of Business Research, Elsevier, vol. 119(C), pages 674-684.
    13. Sheng, Margaret L., 2019. "Foreign tacit knowledge and a capabilities perspective on MNEs’ product innovativeness: Examining source-recipient knowledge absorption platforms," International Journal of Information Management, Elsevier, vol. 44(C), pages 154-163.
    14. Jasmina Dzinic, 2015. "Correlation Between The Administrative Leadership Style And Inclination Towards Organizational Learning In Local Administrative Organizations," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 24(1), pages 3-26, june.
    15. Forés, Beatriz & Camisón, César, 2016. "Does incremental and radical innovation performance depend on different types of knowledge accumulation capabilities and organizational size?," Journal of Business Research, Elsevier, vol. 69(2), pages 831-848.
    16. Wang, Xinchun & Dass, Mayukh, 2017. "Building innovation capability: The role of top management innovativeness and relative-exploration orientation," Journal of Business Research, Elsevier, vol. 76(C), pages 127-135.
    17. Zahoor, Nadia & Adomako, Samuel, 2023. "Be open to failure: Open innovation failure in dynamic environments," Technological Forecasting and Social Change, Elsevier, vol. 193(C).
    18. Nancy Vargas & M. Begoña Lloria & Addisson Salazar & Luis Vergara, 2018. "Effect of exploitation and exploration on the innovative as outcomes in entrepreneurial firms," International Entrepreneurship and Management Journal, Springer, vol. 14(4), pages 1053-1069, December.
    19. Nirusa Sirivariskul, 2020. "The Mediating Impact of New Product Innovativeness on the Relationship between Learning Orientation and New Product Performance in Thailand ISO 1900 Industry," International Review of Management and Marketing, Econjournals, vol. 10(1), pages 1-6.
    20. Mauricio Bedoya-Villa & Elkin Pérez-Sánchez & Hugo Baier-Fuentes & Cesar Zapata-Molina & Edith Román-Castaño, 2023. "The Effects of Dynamic Absorptive Capacity on Innovation Strategy: Evidence from SMEs in a Technological Context," Mathematics, MDPI, vol. 11(10), pages 1-20, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:manmar:v:13:y:2018:i:2:p:966-984:n:8. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.