Identifying Sales Performance Gaps with Internal Benchmarking

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorKamakura, Wagner A.
dc.coverage.cidadeAmsterdãpt_BR
dc.coverage.paisPaíses Baixospt_BR
dc.creatorKamakura, Wagner A.
dc.date.accessioned2022-12-23T00:12:15Z
dc.date.available2022-12-23T00:12:15Z
dc.date.issued2017
dc.description.notesTexto completopt_BR
dc.description.otherThis research investigates how retailers can benefit from identifying the sales growth potential of in-store salespeople in every product category. The proposed novel approach helps retailers develop an equitable evaluation of their sales force, using both observable and unobservable factors that affect sales. By extending stochastic frontier regression to a multivariate case, the resulting factor-analytic frontier formulation leverages the correlation pattern of sales across product categories and salespeople over time. A unique data set, from a franchise chain with 481 salespeople, operating in 35 stores and selling 11 related product categories, identifies a gap between observed category profits and an estimated profit frontier for each salesperson and category. This novel model also can benchmark each salesperson against all others across product categories while accounting for observable and unobservable factors. This approach has practical value, in that retailers can identify both top-performing salespeople and underperformers, who then might be matched to establish a positive learning environment that aligns top performers with proven sales expertise in a product category with peers who struggle with that categorypt_BR
dc.format.extentp. 401-419pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1016/j.jretai.2017.08.001pt_BR
dc.identifier.issn0022-4359pt_BR
dc.identifier.issn1873-3271pt_BR
dc.identifier.issue4pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5141
dc.identifier.volume93pt_BR
dc.language.isoInglêspt_BR
dc.publisherElsevierpt_BR
dc.relation.ispartofJournal of Retailingpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subject.keywordsInternal benchmarkingpt_BR
dc.subject.keywordsSales force managementpt_BR
dc.subject.keywordsSales efficiencypt_BR
dc.subject.keywordsMultivariate stochastic frontier regressionpt_BR
dc.subject.keywordsLatent variablespt_BR
dc.subject.keywordsEmbedded knowledgept_BR
dc.titleIdentifying Sales Performance Gaps with Internal Benchmarkingpt_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.sciencedirect.com/science/article/pii/S0022435917300672
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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