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Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

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Please use this identifier to cite or link to this item:http://hdl.handle.net/2115/56633

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

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