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Managing sales teams in a virtual environment

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  • Rapp, Adam
  • Ahearne, Michael
  • Mathieu, John
  • Rapp, Tammy

Abstract

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our results indicate that empowering leadership improves team planning processes and is moderated by the team's experience. Interestingly, it seems that, as teams gain more experience, they are less likely to engage in effective planning; however, these effects are attenuated as the team becomes more virtual in nature. Our findings have relevance for sales managers and salespeople in terms of leveraging team processes to influence performance as well as in terms of presenting the issues associated with virtual means of interaction.

Suggested Citation

  • Rapp, Adam & Ahearne, Michael & Mathieu, John & Rapp, Tammy, 2010. "Managing sales teams in a virtual environment," International Journal of Research in Marketing, Elsevier, vol. 27(3), pages 213-224.
    • Handle: RePEc:eee:ijrema:v:27:y:2010:i:3:p:213-224
    DOI: 10.1016/j.ijresmar.2010.02.003
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    References listed on IDEAS

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    Cited by:

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    2. Wedel, Michel & Bigné, Enrique & Zhang, Jie, 2020. "Virtual and augmented reality: Advancing research in consumer marketing," International Journal of Research in Marketing, Elsevier, vol. 37(3), pages 443-465.
    3. Mirkó Gáti & Ariel Mitev & András Bauer, 2018. "Investigating the Impact of Salespersons’ Use of Technology and Social Media on Their Customer Relationship Performance in B2B Settings," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 30(2), pages 165-176.
    4. Daniel Gilfillan & Stacy-ann Robinson & Hannah Barrowman, 2020. "Action Research to Enhance Inter-Organisational Coordination of Climate Change Adaptation in the Pacific," Challenges, MDPI, vol. 11(1), pages 1-24, May.
    5. Rebecca VanMeter & Lawrence B. Chonko & Douglas B. Grisaffe & Emily A. Goad, 2016. "In search of clarity on servant leadership: domain specification and reconceptualization," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 59-78, June.
    6. Chen Wang & JoAndrea Hoegg & Darren W. Dahl, 2018. "The impact of a sales team’s perceived entitativity on customer satisfaction," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 190-211, March.

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