Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry

Front Cover
Universal-Publishers, 2009 - Business & Economics - 236 pages
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
 

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Contents

Reliability
92
Internal and External
93
Internal Validity
95
Data Analysis
96
Summary
100
RESULTS
103
Descriptive Statistics for the Individual Items
104
Missing Values
112

Hypotheses
17
Theoretical Framework
18
Agency Theory
19
Organization Theory
20
Transaction Cost Analysis
21
Definition of Terms
22
Assumptions
23
Delimitations
24
Summary
25
REVIEW OF THE LITERATURE
28
Documentation
31
Literature Gap within Pharmaceuticals Sales
32
Sales Management Control Journal Research
33
Salesperson Performance Research
35
The Walker Expectancy Motivation Framework
36
Expectancy Framework Research
37
The Weitz Contingency Perspective
39
Contingency Framework Research
41
Sales Behaviors
42
Management Control
44
Theories of Sales Management Control
47
Systems of Sales Management Control
49
Research Control Systems for Sales Management
51
Sales Management Control Research in the Pharmaceutical Industry
64
Sales Territory Design
66
Sales Force Performance
69
Sales Organization Effectiveness
72
Conclusion
74
Summary
76
METHOD
80
Appropriateness of Design
82
Hypotheses
83
Sampling Frame
85
Sample Size
87
Informed Consent
88
Geographic Location
89
Missing Value Analysis
113
Univariate Outliers
114
Validation of the Measures
116
Assessing Reliability and Validity of Constructs and Indicators
118
Correlation Analysis of Constructs and Hypotheses
123
Null Hypothesis 1
124
Null Hypothesis 3
125
Null Hypothesis 4
126
Null Hypothesis 5
127
Assessing the Structural Model and Path Estimates
128
Summary
135
CONCLUSIONS AND RECOMMENDATIONS
138
Conclusions
139
Preanalysis Data Examination and Data Preparation
140
Hypothesis One
141
Hypothesis Two
142
Hypothesis Four
143
Hypothesis Five
144
Hypothesis Seven
145
Implications of the Findings
148
Implications for Pharmaceutical Sales Force Leadership
151
Recommendation for Action by Stakeholders
153
Recommendations for Future Research
154
Summary
157
REFERENCES
160
COMMUNICATION WITH SUBJECTS
180
INFORMED CONSENT
181
RESEARCH QUESTIONNAIRE
183
BOXPLOTS
187
MODIFICATION INDICES
195
MODEL STANDARDIZED PARAMETER ESTIMATES
201
AMOS FINAL OUTPUT
202
VERBAL SCRIPT
217
RESEARCH HYPOTHESES
218
PERMISSION TO USE MATERIALS
220
Copyright

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