Keshavarz, Ali Reza and Gölgeci, Ismail
(2023)
The value of the sales function: A multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies.
Journal of Business Research, 156.
p. 113545.
ISSN 0148-2963
Abstract
This paper investigates the effect of firm strategic marketing ambidexterity (SMA) and industry contingencies on
the sales function’s relative compensation level within organizations. It draws on longitudinal secondary panel
data from two different sources, based on a sample of all business-to-business manufacturing firms with more
than 100 salespeople in France across several years, and perform a hierarchical linear model (HLM) analysis. The
model, tested on multilevel data, shows that SMA and its interaction with industry munificence and dynamism
are significant determinants of the relative compensation of the sales function (RCSF). Results show that innovativeness and marketing resource endowment (two dimensions of SMA) have opposite effects on RCSF. Additionally, different industry contingencies—industry munificence, dynamism, and competitiveness—interact
differently with SMA when explaining RCSF. This study highlights the relevance of the sales function in firms’
pay practices and advances the understanding of variations in RCSF.
| Item Type: |
Article
|
| Keywords: |
Sales function;
Strategic marketing ambidexterity;
Sales compensation;
Industry contingencies; |
| Academic Unit: |
Faculty of Social Sciences > School of Business |
| Item ID: |
19098 |
| Identification Number: |
https://doi.org/10.1016/j.jbusres.2022.113545 |
| Depositing User: |
Dr Alireza Keshavarz
|
| Date Deposited: |
24 Oct 2024 08:54 |
| Journal or Publication Title: |
Journal of Business Research |
| Publisher: |
Elsevier |
| Refereed: |
Yes |
| URI: |
|
| Use Licence: |
This item is available under a Creative Commons Attribution Non Commercial Share Alike Licence (CC BY-NC-SA). Details of this licence are available
here |
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