Hokkaido University Collection of Scholarly and Academic Papers >
Graduate School of Economics and Business / Faculty of Economics and Business >
Peer-reviewed Journal Articles, etc >
Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company
Title: | Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company |
Authors: | Matsuo, Makoto Browse this author →KAKEN DB | Hayakawa, Katsuo Browse this author | Takashima, Katsuyoshi Browse this author |
Keywords: | learning | sales management control | behavioral control | behavioral control | industrial marketing | business marketing |
Issue Date: | 2013 |
Publisher: | Taylor & Francis |
Journal Title: | Journal of Business-to-Business Marketing |
Volume: | 20 |
Issue: | 1 |
Start Page: | 21 |
End Page: | 31 |
Publisher DOI: | 10.1080/1051712X.2012.690174 |
Abstract: | Purpose: The primary goal was to identify organizational conditions for developing a learning-oriented behavioral control system, an issue that has been neglected in previous studies.
Design/Methodology/Approach: The authors conducted a case study of Nippon Boehringer Ingelheim (NBI).
Findings: We found that a behavior-based sales management control system facilitates learning by salespersons when 1) the focus is on skill development, 2) fewer key performance indicators are being used, and 3) supportive supervision and knowledge sharing are promoted.
Research Limitations: Because this was a single case study, it is necessary to investigate other cases in other countries and to compare the results with those of NBI to develop theories about learning-oriented behavior control systems.
Practical Implications: In the early stages of sales reform, sales managers and medical representatives should not use multiple process indicators for multiple evaluations; rather, they should use a small number of process indicators (e.g., number of visits per day) so that all individuals concerned about a problem can share information and promote improvement. |
Rights: | This is an Author's Original Manuscript of an article submitted for consideration in the Journal of Business-to-Business Marketing ©2013 Taylor & Francis ; Journal of Business-to-Business Marketing is available online at http://www.tandfonline.com/10.1080/1051712X.2012.690174 |
Type: | article (author version) |
URI: | http://hdl.handle.net/2115/56633 |
Appears in Collections: | 経済学院・経済学研究院 (Graduate School of Economics and Business / Faculty of Economics and Business) > 雑誌発表論文等 (Peer-reviewed Journal Articles, etc)
|
Submitter: 松尾 睦
|