IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v159y2023ics0148296323000632.html
   My bibliography  Save this article

Salespeople’s competitive intelligence, efficiency, and performance: The role of intelligence diversity and manager's tenure

Author

Listed:
  • Vieira, Valter Afonso
  • Jaramillo, Jorge Fernando
  • Agnihotri, Raj
  • Molina, Ana Carolina Severino

Abstract

Although previous studies support the main effect of a salesperson’s competitive intelligence (CI) on job-related outcomes, little, if any, attention has been given to the mechanisms that moderate this relationship. Drawing on social capital theory, the authors propose that CI diversity (i.e., disparity) diminishes salesperson CI's main effect on efficiency and performance. On the other hand, managers’ tenure in the store amplifies such a relationship. The authors tested the theoretical model using multilevel data collected from managers and salespeople representing 74 wholesales and 175 vendors. The study results demonstrated that the CI-performance link was weakened when there were high CI diversity. The reason is that a high CI diversity presented divergences among salespeople about the market understandings. Whereas, when there are high levels of managers’ tenure, there is an amplified influence of CI on performance. The logic is a communication and dissemination of intelligence to the sales team.

Suggested Citation

  • Vieira, Valter Afonso & Jaramillo, Jorge Fernando & Agnihotri, Raj & Molina, Ana Carolina Severino, 2023. "Salespeople’s competitive intelligence, efficiency, and performance: The role of intelligence diversity and manager's tenure," Journal of Business Research, Elsevier, vol. 159(C).
    • Handle: RePEc:eee:jbrese:v:159:y:2023:i:c:s0148296323000632
    DOI: 10.1016/j.jbusres.2023.113705
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296323000632
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2023.113705?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
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Senthil K. Muthusamy & Ramaraj Palanisamy, 2004. "Leveraging Cognition for Competitive Advantage: A Knowledge-Based Strategy Process," Journal of Information & Knowledge Management (JIKM), World Scientific Publishing Co. Pte. Ltd., vol. 3(03), pages 259-272.
    2. Johnston, Mark W. & Parasuraman, A. & Futrell, Charles M., 1989. "Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure," Journal of Business Research, Elsevier, vol. 18(4), pages 269-290, June.
    3. Natalie Mizik & Robert Jacobson, 2007. "Myopic Marketing Management: Evidence of the Phenomenon and Its Long-Term Performance Consequences in the SEO Context," Marketing Science, INFORMS, vol. 26(3), pages 361-379, 05-06.
    4. Claro, Danny P. & Kamakura, Wagner A., 2017. "Identifying Sales Performance Gaps with Internal Benchmarking," Journal of Retailing, Elsevier, vol. 93(4), pages 401-419.
    5. C. Marlene Fiol, 1994. "Consensus, Diversity, and Learning in Organizations," Organization Science, INFORMS, vol. 5(3), pages 403-420, August.
    6. Joël Le Bon & Dwight Merunka, 2006. "The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities," Post-Print hal-01822294, HAL.
    7. Juliano Domingues & Valter Afonso Vieira & Raj Agnihotri, 2017. "The interactive effects of goal orientation and leadership style on sales performance," Marketing Letters, Springer, vol. 28(4), pages 637-649, December.
    8. Peyrot, Mark & Childs, Nancy & Van Doren, Doris & Allen, Kathleen, 2002. "An empirically based model of competitor intelligence use," Journal of Business Research, Elsevier, vol. 55(9), pages 747-758, September.
    9. John Hulland & Hans Baumgartner & Keith Marion Smith, 2018. "Marketing survey research best practices: evidence and recommendations from a review of JAMS articles," Journal of the Academy of Marketing Science, Springer, vol. 46(1), pages 92-108, January.
    10. Kevin Bradford & Steven Brown & Shankar Ganesan & Gary Hunter & Vincent Onyemah & Robert Palmatier & Dominique Rouziès & Rosann Spiro & Harish Sujan & Barton Weitz, 2010. "The embedded sales force: Connecting buying and selling organizations," Marketing Letters, Springer, vol. 21(3), pages 239-253, September.
    11. Seevers, Matthew T. & Skinner, Steven J. & Dahlstrom, Robert, 2010. "Performance Implications of a Retail Purchasing Network: The Role of Social Capital," Journal of Retailing, Elsevier, vol. 86(4), pages 310-321.
    12. Ganesh Iyer & Dmitri Kuksov, 2012. "Competition in Consumer Shopping Experience," Marketing Science, INFORMS, vol. 31(6), pages 913-933, November.
    13. Hattula, Johannes D. & Schmitz, Christian & Schmidt, Martin & Reinecke, Sven, 2015. "Is more always better? An investigation into the relationship between marketing influence and managers' market intelligence dissemination," International Journal of Research in Marketing, Elsevier, vol. 32(2), pages 179-186.
    Full references (including those not matched with items on IDEAS)

    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. Vieira, Valter Afonso & Fernandes de Negreiros, Leticia & Agnihotri, Raj & Bakeshloo, Khashayar Afshar, 2021. "Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance: A research note," Journal of Retailing, Elsevier, vol. 97(3), pages 347-358.
    2. Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 462-481, May.
    3. Kim, Sang-Joon & Bae, John & Oh, Hannah, 2019. "Financing strategically: The moderation effect of marketing activities on the bifurcated relationship between debt level and firm valuation of small and medium enterprises," The North American Journal of Economics and Finance, Elsevier, vol. 48(C), pages 663-681.
    4. Ryan Mullins & Raj Agnihotri, 2022. "Digital selling: organizational and managerial influences for frontline readiness and effectiveness," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 800-821, July.
    5. Dominik M. Wielgos & Christian Homburg & Christina Kuehnl, 2021. "Digital business capability: its impact on firm and customer performance," Journal of the Academy of Marketing Science, Springer, vol. 49(4), pages 762-789, July.
    6. Bae, John & Kim, Sang-Joon & Oh, Hannah, 2017. "Taming polysemous signals: The role of marketing intensity on the relationship between financial leverage and firm performance," Review of Financial Economics, Elsevier, vol. 33(C), pages 29-40.
    7. Mario Vaupel & David Bendig & Denise Fischer-Kreer & Malte Brettel, 2023. "The Role of Share Repurchases for Firms’ Social and Environmental Sustainability," Journal of Business Ethics, Springer, vol. 183(2), pages 401-428, March.
    8. Tammy E. Beck & Donde Ashmos Plowman, 2009. "Experiencing Rare and Unusual Events Richly: The Role of Middle Managers in Animating and Guiding Organizational Interpretation," Organization Science, INFORMS, vol. 20(5), pages 909-924, October.
    9. Goh Mei Ling, 2021. "Customer Satisfaction towards Mobile Food Delivery Apps during Covid-19 Pandemic," GATR Journals jmmr281, Global Academy of Training and Research (GATR) Enterprise.
    10. Helm, Roland & Gritsch, Stephanie, 2013. "Implementierung des Marketing-Intelligence Konzepts in B-to-B Unternehmen," University of Regensburg Working Papers in Business, Economics and Management Information Systems 474, University of Regensburg, Department of Economics.
    11. Talwar, Shalini & Kaur, Puneet & Escobar, Octavio & Lan, Sai, 2022. "Virtual reality tourism to satisfy wanderlust without wandering: An unconventional innovation to promote sustainability," Journal of Business Research, Elsevier, vol. 152(C), pages 128-143.
    12. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    13. Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.
    14. Surajit Bag & Shivam Gupta & Ajay Kumar & Uthayasankar Sivarajah, 2021. "An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance," Post-Print hal-03188195, HAL.
    15. Tao Zhang & Chao Feng & Hui Chen & Junjie Xian, 2022. "Calming the customers by AI: Investigating the role of chatbot acting-cute strategies in soothing negative customer emotions," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(4), pages 2277-2292, December.
    16. Alexandre Garel & Jose Martin-Flores & Arthur Petit-Romec & Ayesha Scott, 2021. "Institutional investor distraction and earnings management," Post-Print hal-03096196, HAL.
    17. Sze-Sze Wong, 2004. "Distal and Local Group Learning: Performance Trade-offs and Tensions," Organization Science, INFORMS, vol. 15(6), pages 645-656, December.
    18. Cheah, Jun-Hwa & Lim, Xin-Jean & Ting, Hiram & Liu, Yide & Quach, Sara, 2022. "Are privacy concerns still relevant? Revisiting consumer behaviour in omnichannel retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    19. Junbin Wang, 2022. "In‐store service decisions under consumer disappointment aversion," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 43(3), pages 681-695, April.
    20. Casenave, Eric & Klarmann, Martin, 2020. "The accountability paradox: How holding marketers accountable hinders alignment with short-term marketing goals," Journal of Business Research, Elsevier, vol. 112(C), pages 95-108.

    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:eee:jbrese:v:159:y:2023:i:c:s0148296323000632. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    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.