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Enhancing innovation commercialization through supervisor–sales rep fit

Author

Listed:
  • Sebastian Hohenberg

    (University of Texas at Austin)

  • Christian Homburg

    (University of Mannheim
    University of Manchester)

Abstract

Drawing on fit theory and the revised achievement goal theory, this study investigates supervisor–sales rep fit for innovation commercialization according to three goal orientations: learning, performance, and failure avoidance orientation. Two large-scale dyadic studies of a total of 387 supervisor–sales rep dyads revealed that supervisor–sales rep fit strongly affects the sales success of innovations but only negligibly influences the sales success of established solutions. Further investigations showed that this difference occurs because both supplementary and complementary relationships between supervisors’ and sales reps’ goal orientations can alter reps’ role stress regarding innovation selling. Moreover, results reveal that firms can magnify the effects of supervisor–sales rep fit on innovation sales success by tying sales reps’ variable compensation more closely to innovation sales. Results also show that firms interested in reducing the negative consequences of a problematic supervisor–sales rep match should facilitate and encourage supervisors’ appreciative communication with the sales reps.

Suggested Citation

  • Sebastian Hohenberg & Christian Homburg, 2019. "Enhancing innovation commercialization through supervisor–sales rep fit," Journal of the Academy of Marketing Science, Springer, vol. 47(4), pages 681-701, July.
    • Handle: RePEc:spr:joamsc:v:47:y:2019:i:4:d:10.1007_s11747-019-00644-y
    DOI: 10.1007/s11747-019-00644-y
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    References listed on IDEAS

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    Cited by:

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    2. Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 462-481, May.
    3. de Jong, Ad & Schepers, Jeroen J.L. & Lages, Cristiana R. & Kadić-Maglajlić, Selma, 2021. "The role of the service manager’s perceived career success in frontline employees’ learning processes and service improvement," Journal of Business Research, Elsevier, vol. 134(C), pages 601-617.
    4. Maria Rouziou & Willy Bolander & Karen Peesker & Pia Hautamäki & Deva Rangarajan & Manoshi Samaraweera & Jorge Bullemore & Michel Klein & Raj Agnihotri & Karina Burgdorff Jensen & Danny Pimentel Claro, 2024. "Global Events Demand Global Data : COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe," Post-Print hal-04717619, HAL.

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