Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance

dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPlouffe, Christopher R.
dc.contributor.authorVieira, Valter Afonso
dc.date.accessioned2024-05-09T23:49:30Z
dc.date.available2024-05-09T23:49:30Z
dc.date.issued2023
dc.description.abstractSales 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.en
dc.formatDigital
dc.format.extentp. 153 - 167
dc.identifier.doi10.1016/j.indmarman.2023.05.022
dc.identifier.issn0019-8501
dc.identifier.issn1873-2062
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/6648
dc.language.isoen
dc.publisherElsevier
dc.relation.ispartofIndustrial Marketing Management
dc.subjectSales managementen
dc.subjectSales opportunitiesen
dc.subjectCompensation planen
dc.subjectQuotasen
dc.subjectGoalsen
dc.subjectSales performanceen
dc.titleSales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.sciencedirect.com/science/article/pii/S0019850123000998
local.publisher.countryNão Informado
local.subject.cnpqCIENCIAS SOCIAIS APLICADAS
publicationvolume.volumeNumber113
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
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