Mullins, R, Menguc, B orcid.org/0000-0002-4116-3047 and Panagopoulos, NG (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, 48 (6). pp. 1053-1074. ISSN 0092-0703
Abstract
Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS adoption remains challenging, signaling that leaders need guidance to motivate VBS. Drawing from the systems theory of motivation, we examine motivational mechanisms at two levels—salesperson and sales team—to understand how to motivate, and benefit from, VBS. Using multisource data (i.e., salespeople, managers, archival performance) from 70 sales teams in a U.S.-based manufacturing and services provider, our findings illustrate drivers and outcomes of VBS. Specifically, we uncover a framework of salesperson, leader, customer, and team factors that help explain salesperson motivation for VBS. Importantly, we link VBS to customers’ adoption of new products to support VBS’s role for selling new products. Critical for sales team strategy, our model also integrates a team-level motivational mechanism to provide a comprehensive framework for salesperson and sales team motivations and outcomes.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © Academy of Marketing Science 2019. This is an author produced version of a paper published in the Journal of the Academy of Marketing Science. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Value-based selling; Systems theory; Salesperson motivation; Sales teams; New product selling; Sales performance |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 08 Oct 2019 12:40 |
Last Modified: | 15 Dec 2020 11:26 |
Status: | Published |
Publisher: | Springer |
Identification Number: | 10.1007/s11747-019-00705-2 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:151849 |