Work

Do sales control systems affect service–sales ambidexterity and salesperson performance? A job demands–resources perspective

Year: 2023

Type: article

Abstract: This study investigated the moderating effect of leadership humility on the relationship between sales control systems and service-sales ambidexterity (SSA), and the mediating effect of SSA on the relationship between sales control systems and salesperson performance. A two-wave online survey was conducted among Japanese salespeople working in the finance and insurance industry. SSA was found to mediate the positive relationship between process control and salesperson performance, while leadership humility reinforced the positive relationship between process control and SSA. These results indicate that process control positively affects salesperson performance through SSA and works well when leadership humility is high.

Source: Journal of Retailing and Consumer Services

DOI: 10.1016/j.jretconser.2023.103640

Author: Makoto Fujii

Institution: Kanagawa University

Language: English

Topic: Accounting and Organizational Management

Subfield: Management Information Systems

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

Estimated APC paid: $3,420

Funder: Japan Society for the Promotion of Science