Coleção de Artigos Acadêmicos
URI permanente para esta coleçãohttps://repositorio.insper.edu.br/handle/11224/3227
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43 resultados
Resultados da Pesquisa
- Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance(2023) DANNY PIMENTEL CLARO; Plouffe, Christopher R.; Vieira, Valter AfonsoSales compensation plans affect salespeople's prospecting activity and sales opportunity coverage because they shape behavior in terms of how reps manage their territory and broader portfolio of customers. Drawing on goal-setting theory, the authors propose and test a theoretical framework which unearths a “double-edged” sword moderating effect whereby the number of pursued sales opportunities impacts the main effect of sales compensation plan type on resultant sales (performance). The reported empirical study examines salesperson data prior to and after the implementation of a new compensation plan. We then utilize the metaphor of the “double-edged” sword to further explicate the findings, whereby the volume of sales opportunities is found to moderate sales goal and quota achievement (i.e., amplifying the main effect). The research also finds that pursuit of too many sales opportunities can become overly burdensome, thereby overloading salespeople and reducing goal commitment and performance. Implications for both research and practice are discussed.
Artigo Científico How intrafirm intermediary salespeople connect sales to marketing and product development(2019) DANNY PIMENTEL CLARO; Gonzalez, Gabriel R.Artigo Científico Identifying Sales Performance Gaps with Internal Benchmarking(2017) DANNY PIMENTEL CLARO; Kamakura, Wagner A.Artigo Científico Drivers leading firm adoption of internet banking services(2016) DANNY PIMENTEL CLARO; Rosa, Ramon BarbosaArtigo Científico Sales prospecting framework: marketing team, salesperson competence, and sales structure(2020) Vieira, Valter Afonso; DANNY PIMENTEL CLAROArtigo Científico When value- and experience-related trade promotions influence retailers’ sales: the moderating role of retail format strategy and channel structure(2021) DANNY PIMENTEL CLARO; Vieira, Valter Afonso; Agnihotri, Raj; Serer, Rafael RizzoArtigo Científico Synergistic effects of relationship managers’ social networks on sales performance(2014) Gonzalez, Gabriel R.; DANNY PIMENTEL CLARO; Palmatier, Robert W.Artigo Científico Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil(2011) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROArtigo Científico Sales managers’ performance and social capital: the impact of an advice network(2009) DANNY PIMENTEL CLARO; Laban Neto, Sílvio AbrahãoArtigo Científico Coordinating collaborative joint efforts with suppliers: the effects of trust, transaction specific investment and information network in the Dutch flower industry(2006) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; Hagelaar, Geoffrey