IDEAS home Printed from https://ideas.repec.org/a/spr/jknowl/v15y2024i4d10.1007_s13132-024-01961-6.html
   My bibliography  Save this article

Does Field Managers’ Interactional Monitoring Style Asphyxiate or Stimulate Salespersons’ Performance? An Explanation Through Dual Mediation Process

Author

Listed:
  • Faheem Ahmad Khan

    (COMSATS University Islamabad)

  • Muhammad Umer Quddoos

    (Bahauddin Zakariya University)

  • Nabeel Iqbal Baloch

    (SZABIST)

  • Muhammad Adeel

    (Government College University)

  • Arslan Ahmad Siddiqi

    (Institute of Industrial and Control System)

  • Muhammad Sajid Amin

    (The Islamia University of Bahawalpur)

Abstract

Field management of the pharmaceutical salesforce is one of the key concerns for every market-oriented and profit-centered pharmaceutical firm. This study introduces one of the novel and parsimonious classifications of supervisors’ monitoring style, i.e., interactional monitoring. Theorizing the construct of a field manager’s interactional monitoring style devoid of every clue of its positive or negative associations is a matter of concern in the literature. There is also a lack of settlement between researchers on how divergent forms of monitoring styles may affect employees differently. Apparent varying conclusions may be partially because of the absence of a well-designed monitoring typology. The authors claim that the perception of a field manager’s interactional monitoring style may exert a distinctive effect on employee response in terms of performance. The authors propose that a field manager’s interactional monitoring style-sales performance linkage can be well understood by considering a salesperson’s emotional intelligence and interpersonal mentalizing skills. Guided by Social Exchange Theory, the authors proposed seven hypotheses and analyzed these hypothesized relationships in a pharmaceutical outbound sales context. Twenty multi-national and national pharmaceutical firms of Pakistan were selected as samples. Cross-sectional data were collected through a structured questionnaire to record the responses from three hundred and fifty respondents (salespeople). The findings of the study show that the emotional intelligence and interpersonal mentalizing skills of salespeople partially mediate the relationship between field managers’ monitoring style and salespersons’ performance. The insights achieved from this study offered applicable and important directions for the formulation of appropriate monitoring style at the field managers’ level as well as shed light on the extent to which a field manager’s interactional monitoring style impacts a salesperson’s performance.

Suggested Citation

  • Faheem Ahmad Khan & Muhammad Umer Quddoos & Nabeel Iqbal Baloch & Muhammad Adeel & Arslan Ahmad Siddiqi & Muhammad Sajid Amin, 2024. "Does Field Managers’ Interactional Monitoring Style Asphyxiate or Stimulate Salespersons’ Performance? An Explanation Through Dual Mediation Process," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 15(4), pages 20408-20435, December.
  • Handle: RePEc:spr:jknowl:v:15:y:2024:i:4:d:10.1007_s13132-024-01961-6
    DOI: 10.1007/s13132-024-01961-6
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s13132-024-01961-6
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.

    File URL: https://libkey.io/10.1007/s13132-024-01961-6?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. Tiffany Oliver, 2020. "The Importance of Subordinate Emotional Intelligence Development in the Workplace," The International Trade Journal, Taylor & Francis Journals, vol. 34(1), pages 162-172, January.
    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. Blair Kidwell & Virginie Lopez-Kidwell & Christopher Blocker & Erick M Mas & Eileen Fischer & Margaret C Campbell & Andrea C Morales, 2020. "Birds of a Feather Feel Together: Emotional Ability Similarity in Consumer Interactions [If Looks Could Sell: Moderation and Mediation of the Attractiveness Effect on Salesperson Performance]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 47(2), pages 215-236.
    4. Bulent Akkaya & Mirela Panait & Simona Andreea Apostu & Yesim Kaya, 2022. "Agile Leadership and Perceived Career Success: The Mediating Role of Job Embeddedness," IJERPH, MDPI, vol. 19(8), pages 1-13, April.
    5. Ryan Mullins & Bulent Menguc & Nikolaos G. Panagopoulos, 2020. "Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective," Journal of the Academy of Marketing Science, Springer, vol. 48(6), pages 1053-1074, November.
    6. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
    7. Julio Suárez-Albanchez & Pedro Jimenez-Estevez & Juan Jose Blazquez-Resino & Santiago Gutierrez-Broncano, 2022. "Team Autonomy and Organizational Support, Well-Being, and Work Engagement in the Spain Computer Consultancy Industry: The Mediating Effect of Emotional Intelligence," Administrative Sciences, MDPI, vol. 12(3), pages 1-16, July.
    8. Chao Miao & Ronald H. Humphrey & Shanshan Qian, 2021. "Emotional intelligence and servant leadership: A meta‐analytic review," Business Ethics, the Environment & Responsibility, John Wiley & Sons, Ltd., vol. 30(2), pages 231-243, April.
    9. Adriana Burlea-Schiopoiu & Muhammad Haroon Shoukat & Syed Asim Shah & Muhammad Shakil Ahmad & Mirela Mazilu, 2022. "The Sustainability of the Tobacco Industry in the Framework of Green Human Resources Management," Sustainability, MDPI, vol. 14(9), pages 1-18, May.
    10. Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1267-1268, November.
    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. Danny P. Claro & Carla Ramos & Robert W. Palmatier, 2024. "Dynamic and global drivers of salesperson effectiveness," Journal of the Academy of Marketing Science, Springer, vol. 52(2), pages 399-425, March.
    2. 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.
    3. Chaker, Nawar N. & Habel, Johannes & Hartmann, Nathaniel N. & Johannsen, Felix & Rusche, Heinrich, 2024. "Quiet sellers: When introversion drives salesperson performance," Journal of Retailing, Elsevier, vol. 100(3), pages 456-474.
    4. Agag, Gomaa & Ali Durrani, Baseer & Hassan Abdelmoety, Ziad & Mostafa Daher, Maya & Eid, Riyad, 2024. "Understanding the link between net promoter score and e-WOM behaviour on social media: The role of national culture," Journal of Business Research, Elsevier, vol. 170(C).
    5. Peesker, Karen M. & Kerr, Peter D. & Bolander, Willy & Ryals, Lynette J. & Lister, Jonathan A. & Dover, Howard F., 2022. "Hiring for sales success: The emerging importance of salesperson analytical skills," Journal of Business Research, Elsevier, vol. 144(C), pages 17-30.
    6. Caroline Glackin & Murat Adivar, 2023. "Modeling independent sales representative performance: application of predictive analytics in direct selling for improved outcomes," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 613-628, December.
    7. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    8. repec:rfh:jprjor:v:8:y:2022:i:4:p:173-185 is not listed on IDEAS
    9. Tom Kluijtmans & Kenn Meyfroodt & Saskia Crucke, 2024. "Doing Good and Doing Well? CSR Climate as a Driver of Team Empowerment and Team Performance," Journal of Business Ethics, Springer, vol. 195(3), pages 599-614, December.
    10. Christian Homburg & Theresa R. Schyma (née Morguet) & Sebastian Hohenberg & Yashar Atefi & Robin-Christopher M. Ruhnau, 2024. "“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization," Journal of the Academy of Marketing Science, Springer, vol. 52(2), pages 306-328, March.
    11. Fred Miao & Yi Zheng & Zhimei Zang & Douglas B. Grisaffe & Kenneth Evans, 2022. "Managing differential effects of salespersons’ regulatory foci–a dual process model of dominant and supplemental pathways," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 563-585, May.
    12. Dishop, Christopher R. & Good, Valerie, 2022. "A dynamic system of job performance with goals and leadership changes as shocks," Journal of Business Research, Elsevier, vol. 139(C), pages 602-613.
    13. Marie Louise Radanielina Hita & Yany Grégoire & Bruno Lussier & Simon Boissonneault & Christian Vandenberghe & Sylvain Sénécal, 2023. "An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying," Journal of the Academy of Marketing Science, Springer, vol. 51(1), pages 132-152, January.
    14. Sebastian Forkmann & Ryan Mullins & Stephan C. Henneberg & Thomas L. Baker, 2022. "Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 615-638, May.
    15. Mullins, Ryan & Swain, Scott & Friend, Scott B., 2023. "How and should firms motivate salesperson effort across a Multi-Brand Portfolio?," Journal of Business Research, Elsevier, vol. 158(C).
    16. Habel, Johannes & Kadić-Maglajlić, Selma & Hartmann, Nathaniel N. & de Jong, Ad & Zacharias, Nicolas A. & Kosse, Fabian, 2024. "Neuroticism and the sales profession," Organizational Behavior and Human Decision Processes, Elsevier, vol. 184(C).
    17. Nathaniel N. Hartmann & Nawar N. Chaker & Bruno Lussier & Denis Larocque & Johannes Habel, 2024. "A theory of sales system shocks," Journal of the Academy of Marketing Science, Springer, vol. 52(2), pages 261-283, March.
    18. Dayle Childs & Nick Lee & John W. Cadogan & Belinda Dewsnap, 2024. "How within-person research can extend marketing knowledge," Journal of the Academy of Marketing Science, Springer, vol. 52(3), pages 695-714, May.
    19. Groza, Mark D. & Groza, Mya Pronschinske, 2018. "Salesperson regulatory knowledge and sales performance," Journal of Business Research, Elsevier, vol. 89(C), pages 37-46.
    20. Kwak, Hyokjin & Anderson, Rolph E. & Leigh, Thomas W. & Bonifield, Scott D., 2019. "Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction," Journal of Business Research, Elsevier, vol. 94(C), pages 42-55.
    21. Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.

    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:spr:jknowl:v:15:y:2024:i:4:d:10.1007_s13132-024-01961-6. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.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.