open access

https://hdl.handle.net/2115/56633

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

英語

business marketing

2013

Taylor & Francis

Journal of Business-to-Business Marketing

20(1)

21-31

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.

学術雑誌論文

Accepted Manuscript

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

1051-712X

1547-0628

AA11017521