Getting Business-to-Business Salespeople to Implement Strategies Associated with Introducing New Products and Services
Strategy implementation remains a perennial challenge for firms. While several studies have examined implementation phenomena at the firm level, we know little about what firms can do to get their salespeople to implement strategies for new products and services. Understanding salespeople’s individual-level implementation is of particular importance as salespeople are the frontline employees of the firm responsible for implementing strategies with customers. Drawing from motivation, opportunity, and ability (MOA) theory, this examination investigates factors impacting the implementation of strategies associated with introducing new products and services by the salesperson. We use a sample of 277 business-to-business salespeople to test our hypothesized relationships. The findings show both positive and negative moderation among the implementation MOA variables and also provide broad support for their proposed drivers. Additionally, the identified implementation facets of responsiveness and effort are found to positively impact implementation success.
||Getting Business-to-Business Salespeople to Implement Strategies Associated with Introducing New Products and Services
Industrial Marketing Management (2017)
Vol. 62, pages 137-149
||Johnson, Jeff S.; Sohi, Ravi